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We Can Do It! Posted By : Mike Brooks

Sat, 04 Mar 2017 00:00:00 -0500

The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen. I always think of the impact one runner had on the world's performance once he changed everyone's attitude with his own accomplishment.

The One Important Buy-in Question (You Better Be Asking) Posted By : Mike Brooks

Fri, 10 Feb 2017 00:00:00 -0500

Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks - in L.A. and Oakland - it rained! My wife tells me I can no longer say it doesn't rain in CA. It does, and I was there! While preparing their training programs, there was one important similarity that I think applies to any sale.

Tom Brady and Lessons for Sales Posted By : Mike Brooks

Tue, 07 Feb 2017 00:00:00 -0500

Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales.

Top Ten Characteristics of Top Sales Producers (Part Three) Posted By : Mike Brooks

Tue, 26 Jul 2016 00:00:00 -0400

Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. As soon as you can, find a way to record and download your recordings for playback and critique. The sooner you do, the sooner you'll leapfrog over your competition!

The Three Times to Handle an Objection Posted By : Mike Brooks

Tue, 12 Jul 2016 00:00:00 -0400

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether. Try using the techniques and scripts above during your upcoming week of pitching your product or sale. You'll be amazed by how much easier your sale becomes - and how many more deals you'll get.

Top Ten Characteristics of Top Sales Producers (Part Two) Posted By : Mike Brooks

Sat, 02 Jul 2016 00:00:00 -0400

Last week, I wrote an article on the first characteristic of making a commitment to do whatever it takes to be a top sales producer. For those of you who are committed, you'll find your sales and confidence will instantly go up when you practice the next characteristic...

The Top Characteristic of Top Sales Producers (Part One) Posted By : Mike Brooks

Sat, 02 Jul 2016 00:00:00 -0400

If you're reading this article right now, then chances are you want to perform better in your sales career. It shows that you're willing to take the time to search out tips and techniques that will give you an edge over your competition. That's a good thing. If you will commit this one characteristic, then you will be able to live, have, enjoy and do the things that most sales people will never be able to have, enjoy and do.

Sell The Sizzle, Not The Steak Posted By : Eva Jonson

Fri, 01 Jul 2016 00:00:00 -0400

If youave been in the field of sales or marketing for any amount of time, youave likely heard the phrase aSell the sizzle, not the steak.a But what does it really mean? It means sell according to the thoughts & requirements of the client by assuming that this is what motivates him to purchase & benefits his business.

Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part Two) Posted By : Mike Brooks

Mon, 20 Jun 2016 00:00:00 -0400

Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let's look at the final two: Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness. The number one law in all marketing is repetition. That's why Coke-a-Cola still buys millions of dollars of ads every year.

How to Build Instant Rapport with 'C' Level Executives Posted By : Mike Brooks

Thu, 16 Jun 2016 00:00:00 -0400

The point of all these tips is that you have to connect with your "C" level exec and meet them on their level. You can't just go into your pitch at your own speed and expect them to politely listen. They won't. But if you follow these techniques, you'll have the best chance of actually connecting with them and having a chance to get your value statement across.

In Sales The Most Important Thing to Say is... Posted By : Mike Brooks

Tue, 24 May 2016 00:00:00 -0400

Everyone loves to be heard; loves to be listened to. Most sales people are distrusted and disliked because they are pushy and make it seem as if it's all about them. You can immediately reverse this by becoming a great listener. That's right, remaining silent after asking a qualifying question or using a tie down or a trial close, or - and this is especially difficult for most sales reps - when the prospect gives an objection (because a prospect will often explain his or her reasoning), and so remaining silent at these moments actually is your most powerful tool.

How to Develop an Effective Elevator Pitch Posted By : Mike Brooks

Sat, 14 May 2016 00:00:00 -0400

Many inside sales reps (outside reps, too!) struggle when trying to describe their company, products and services, in a succinct and compelling way that engages a prospect and makes them want to hear more. An "elevator pitch" is designed to inform and grab interest in a prospect during the time you're in an elevator together. Read this article and try working with the examples suggested.

5 Ways to Get Better at Handling Objections Posted By : Mike Brooks

Tue, 03 May 2016 00:00:00 -0400

If you're truly committed to becoming one of the best producers in your company or industry, then commit to using the secrets listed. I guarantee that if you do, your career and your life will change in exciting and fulfilling ways. I coach a lot of sales professionals, one on one, in individual sessions every week. Sales managers, business owners and also individual sales reps who are committed to moving into the top 20% or op 5% of their profession.

How to Handle the 'Status Quo' Objection Posted By : Mike Brooks

Sat, 09 Apr 2016 00:00:00 -0400

Someone sent in a request asking me how to deal with the, "We are used to the status quo and don't want to make waves" objection. The point of these rebuttals is to bypass this resistance so you can get in front of a qualified lead and pitch your product or service. Obviously, once they agree to do a demo with you, you'll want to ask other qualifying questions.

How to Qualify for Interest Posted By : Mike Brooks

Sat, 09 Apr 2016 00:00:00 -0400

The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you'll make your job much, much easier.

Ten Ways to Soften the Price Objection and Keep Pitching Posted By : Mike Brooks

Mon, 04 Apr 2016 00:00:00 -0400

Many sales reps get thrown off their pitch when a prospect objects to something early on during the close. The point here is not to get thrown off early in your pitch just because a prospect objects to the price. Instead, you want to maintain control, build value and get buy in during the close. And you can do this by using one of the rebuttals in this article to soften the objection.

Article: Sales Process From A Simple Point Of View Posted By : Mattias Lind

Thu, 22 Sep 2011 00:00:00 -0400

A lot of companies struggle with having a structured way of selling products to their customers. This is usually because there is a lack of understanding on what is needed and how a normal sales process works. It becomes even more evident when implementing a Sales Software of some kind in the organisation. How should you and your co-workers make use of the new system the best possible way? This article brings up, in a simple way, how the sales process works and what to think about on the way.

Tending Your Client Garden Posted By : Colleen Francis

Wed, 07 Sep 2011 00:00:00 -0400

Every business needs consistent attention if it's going to grow. In this article we are concentrating on how make our sale management consistent. Do you want to learn how to bring an old client back into the fold, or breathe new life into an existing business relationship? The solution to re-establishing those valuable connections is a lot simpler than most people realize. Here we are mainly emphasized on customer relationship.

Pipeline Reviews: Asking Tough Questions To Close More Business Posted By : Colleen Francis

Wed, 07 Sep 2011 00:00:00 -0400

Music teaches us valuable lessons we can apply to a sales organization. An accomplished musician will tell you that one of the most important skills they need to have in their profession is the ability to listen to the music. Similarly in sales, professionals need to be able to think beyond the accounts they are responsible for, and to be objective about every aspect of what comprises their pipeline. That's why we as a sales organization, held a review start of every month so that we can easily managed sales organization in efficient way.

How to Be More Persuasive in Sales, Part 2 Posted By : Marty Martinson

Sun, 28 Aug 2011 00:00:00 -0400

So many people found a previous article written on this topic helpful that here is another with even more tips on being more persuasive! If you happen to be a regular reader of our site, then you might remember a previous article we wrote on this very same subject: How to Be More Persuasive in Sales. These tips come from Robert Cialdini's book, 50 Scientifically Proven Ways to Be More Persuasive, which you should definitely check out if you're still hungry for more tips after reading this article.

How to Be More Persuasive in Sales, Part 1 Posted By : Marty Martinson

Sun, 28 Aug 2011 00:00:00 -0400

If you work in the medical device marketing field or in distribution or sales of medical devices, then you already know how important it is to be persuasive and, in short, to be charming and charismatic in order to catch the eye of the person you are trying to sell to and to get your product purchased. However, there is always room for improvement, and presented below are a few great tips on being more persuasive at work. These foolproof tips come from best-selling author Robert Cialdini's wonderful book 50 Scientifically Proven Ways to Be Persuasive.

Selling Devices into Primary Care Posted By : Marty Martinson

Sun, 28 Aug 2011 00:00:00 -0400

Mary Pat Whaley is one of the smartest and most knowledgeable people in the medical device industry. She knows lots of tips and tricks for successfully selling devices into primary care and shares some of her vast knowledge regularly with readers of her blog, Manage My Practice. The blog, which can be read at managemypractice, focuses on up to the minute news and other important information for medical practice managers. It also provides a variety of helpful resources for these professionals, including a library, a dictionary, an online store, various helpful tools, and more.

A New Sales Outlook Posted By : Linda Kester

Thu, 25 Aug 2011 00:00:00 -0400

Sales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like a puncture wound to the collective psyche of salespeople and many are reacting like victims. When someone plays the role of victim, they often tell their troubles to anyone who will listen; if no one will listen, or if they decide to stay silent and not complain aloud, they tell their sad story to themselves in their head over and over. They see themselves as someone who's been treated unfairly.

Approved To Booked Posted By : Linda Kester

Thu, 25 Aug 2011 00:00:00 -0400

Have you ever looked at a list of your approved deals and hoped that at least one of them would fund in the next couple weeks? It seems like some lessees play a game called "String Out The Leasing Company". They avoid calls from both you and the vendor and use every stall tactic imaginable. As a leasing sales rep, your job is to close deals. Most sales people are lousy at this. They fail to ask for a commitment. The vendor is afraid to ask the tough questions and is thrilled when a prospect fills out a credit application.

What Could Targeted Sales Leads Mean to Your Business? Posted By : Ed Przybylski

Wed, 24 Aug 2011 00:00:00 -0400

A successful business rests on plenty of factors including manufacturing Targeted Sales Leads. Some of it is dependent on the actual sort of business you are setting up as well as the time you are introducing it. Another significant component involves the way you market it and how focused your campaign actually is. Going for a far-ranging approach may drastically increase your traffic to your website, but may not guarantee a rise in your sales. Your sales do not rest on your internet site traffic alone though it may help in other considerations.