I was interviewed on a podcast when the interviewer asked me a good question that he said would cause me to think a bit. He asked, “Mike, how many objections…
Overcoming: ‘We’re Happy With Who We’re Using…’
This article contains some scripts that teach you how to deal with an objection you probably get often: ‘We’ve already got a supplier for that.’ Variations are things like: ‘I’m…
Sales Advice From Pablo Picasso
I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a…
Managing The Millennials On Your Sales Team
Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today’s environment…
6 Steps For Creating A Successful Inside Sales Team
Inside sales – already an important component in the sales efforts of many companies – is expanding as more companies develop or add to this valuable sales channel. Whether you…
Why Daily Bonuses & Contests Don’t Work
After you’ve chosen the best compensation plan for your inside sales team – either straight salary or commission or a combination of the two – the next step is to…
New Ways To Overcome The Brush Off
I receive emails from my readers all the time asking me how to handle various objections and resistance statements. A common request I get is how to handle the initial resistance…
Better Ways to Build Rapport
We all know the importance of building rapport during a sale, and we also know that people tend to do business with people they like, know or trust. What people…
Use Better Tie Downs
You’ve probably heard that nothing identifies you more as a sales person than using the worn out greeting, ‘How are you today?’ right? Prospects know immediately who is calling and…
5 Secrets of Successful Opening Scripts
Cold calling is tough, I get it. Even if your marketing department is generating so-called ‘warm leads,’ the resistance of people who receive an unsolicited call can be fierce. You…