The Disqualifying Question is Crucial to Sales

I was up in Oakland last week training some inside sales software reps, and I asked the pivotal question - "Out of 10 leads you send out, how many end up buying?" [...]


The Two Things You Can and Must Control To Succeed

So here's the scene: Large corporate sales convention in the company's training center in Washington State; over 250 sales reps flown in from all over the country; Sales directors, V.P.s, sales managers all running aroun[...]


Keeping Control of the Call

I've been listening to a lot of sales rep's recordings these days while I prepare for some custom inside sales training seminars, and I can't tell you how bad I feel for so many of you! [...]


How to Develop Successful Sales Scripts

Whenever the subject of scripts come up, people usually have definite opinions -- they either love them or hate them. [...]


The Problem With Affirmations (And What To Do About It)

To start with, let me ask you the most important question of your sales career: Do you have an affirmation card, a few sentences or a paragraph, that describes in detail the feelings and emotions that you will have once [...]


How To Stay Firm On Price

In today's economy, everyone wants a lower price. I'm getting emails and calls every week from sales reps around the country who want to know what they can do to deal with prospects and clients alike who are looking for [...]


How To Get The Reorder

I've been listening to recordings sent to me by companies I'm working with and a couple of things really stand out. First, the tremendous advantage of recording your calls is once again confirmed. Everything you're doing[...]


The Most Important Script You’ll Ever Use

I get many requests each month for phone scripts. People want to know how to open the call, how to avoid being blown off, how to handle objections, etc. [...]


3 Ways to Build Rapport In 30 Seconds

In today's economy, where prospects are quick with the brush off, you've got to find a way to instantly establish rapport, differentiate yourself from all the other sales reps who are calling them, and build trust and cr[...]


The Successful Sales Meeting

Sales meetings. What kind of feeling does that term bring up in you? If you're a manager, do you struggle to find meaningful, fresh content each week? Or are you prepared and look forward to the chance to lead and inspir[...]




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