I Believe in the Law of Attraction If you're looking for a way to create the life you know you are capable of achieving, then leverage these four secrets to attracting what you want. People ask me if I believe…
Don't Let "I need to think about it" Objections Keep You From Closing the Sale One of the oldest and most used smokescreens in the book is the, "I need to think about it" objection. So many sales reps struggle…
Ask Tie Downs that Engage Your Prospect The key to successfully checking in with your prospect is to ask tie downs that engage your prospect and elicit some kind of response. You must ask a question that is more open-ended…
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales reps fall into is the “Just…
What's your plan to finish strong? I always know the end of the year is coming because that's when my phone rings off the hook with companies wanting to hire me to help them finish the year strong. Use the…
Delivering An Excellent Customer Experience Many elements make up an effective customer service training program. Here are seven secrets we use as a base to introduce customer service reps to the fundamentals of delivering a great customer experience. Going Above…
How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coca Cola? Perhaps I should ask, how many times a DAY do you see one? Now you’d think that…
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for them, all the way to a…
Budget Doesn't Cut It When Qualifying Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation. Over the years, the most important qualifiers for any given sale have changed. In…
In this article, Mike Brooks encourages sales teams to ask themselves what's really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to…
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from my readers asking me how to…
What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after you have. If you are trying…
