Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

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Call-back Face-to-face Follow-up Gatekeeper 240

Mr. Inside Sales

APRIL 14, 2024

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Like my suggestions from the last two weeks, try this the next time you get this objection, and see if you can have an open, honest discussion with your prospect. But they rarely do. That’s the only way to win a sale.

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Face-to-face How To Gatekeeper Decision Maker 202

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! So do your prospects. Your prospects can see through you and your message will be deleted quickly. I ALWAYS delete these messages the moment I hear them.

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch. Try it and see for yourself!

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Face-to-face How To Gatekeeper Decision Maker 256

Mr. Inside Sales

MARCH 2, 2024

What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! Unlimited License: One to 100 reps can attend for one low price! Mistake Number Two: Talking past the close. Too many sales reps like to talk. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go? Unlimited License: One to 100 reps can attend for one low price! And isn’t that what you want to do?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? Your prospecting will go a lot better if you do! Cold calling mistake #2: Don’t pitch your prospect—yet. and allow your prospect to engage with you. They call with what a client of mine once called, “commission breath.”. How do you avoid that?

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? Yep, two out of ten prospects you speak with turn into buyers. Unlimited License: One to 100 reps can attend for one low price! It took me years to believe this.

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

Mr. Inside Sales

AUGUST 4, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 251

Face-to-face Gatekeeper Decision Maker Licensing 251

Mr. Inside Sales

NOVEMBER 20, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. Then hit MUTE again and listen as your prospect reveals more. Unlimited License: One to 100 reps can attend for one low price!

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

JULY 9, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 222

Face-to-face Gatekeeper Decision Maker Licensing 222

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

Face-to-face 334

Face-to-face Gatekeeper Decision Maker Licensing 334

Mr. Inside Sales

MARCH 2, 2023

Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. Most prospects don’t call you back because they don’t want to get caught in a lengthy “pitch,” and they certainly don’t have time to waste.

Face-to-face 230

Face-to-face Call-back Gatekeeper Decision Maker 230

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139

Mr. Inside Sales

OCTOBER 1, 2023

Obviously, if you have their email address, you should also email as part of your prospecting cadence. Unlimited License: One to 100 reps can attend for one low price! Once again, this is (repeat your name), and I look forward to hearing back from you. A great subject line would be: “{first name}, just left you a VM.”

Face-to-face 173

Face-to-face Cold Calling Call-back Gatekeeper 173

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Unlimited License: One to 100 reps can attend for one low price!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

MAY 11, 2023

Here’s how: When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay. Unlimited License: One to 100 reps can attend for one low price! That’s okay.” And then leave it at that. It is what it is, and you can’t change it.

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

Mr. Inside Sales

OCTOBER 14, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 259

Face-to-face Gatekeeper Decision Maker Licensing 259

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Not only will the prospect be confused, but you will be, too. Stalled sale. Sound familiar? Happy selling!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Mr. Inside Sales

JANUARY 6, 2024

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Mr. Inside Sales

JANUARY 2, 2023

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. The point is to ask questions and LISTEN to your prospect’s needs. So, write up your questions, call your prospects, and listen to how best to serve and sell them! Qualifying prospects.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

JULY 20, 2021

Qualify prospects better and learn their buying motives. Unlimited License: One to 100 reps can attend for one low price! Click this special link to make a purchase. This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Connect with decision makers easier. Overcoming objections easier.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Mr. Inside Sales

APRIL 2, 2023

Yep—the business prospect, of course. If you’re leaving voice messages and not getting call backs, consider whether you’re making it hard for your prospects to write your number down. So here is the quick fix: Leave your phone number SLOWLY and twice so your prospect doesn’t have to replay your message a bunch of times.

Face-to-face 156

Face-to-face Call-back Gatekeeper Decision Maker 156

Mr. Inside Sales

JUNE 26, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 198

Face-to-face Gatekeeper Decision Maker Licensing 198

Mr. Inside Sales

FEBRUARY 3, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 233

Face-to-face Gatekeeper Decision Maker Licensing 233

Mr. Inside Sales

SEPTEMBER 25, 2021

Script #1: Make sure and have an email already prepared while you’re prospecting. The point here is whether or not your prospect will: Give you the time to speak further with them. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle. Right then!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Mr. Inside Sales

SEPTEMBER 17, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

SEPTEMBER 16, 2022

Whenever a prospect told him that, he simply asked: “And besides price, what else is holding you back?”. And let your prospect tell you where you need to go next…. Unlimited License: One to 100 reps can attend for one low price! Quick tip this week. And powerful. Where would our pricing need to be for you to move on it?”.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Make a much better connection with your prospect or client because they will feel listened to and heard. Unlimited License: One to 100 reps can attend for one low price! You don’t take notes?

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

Mr. Inside Sales

JANUARY 7, 2023

Unlimited License: One to 100 reps can attend for one low price! Qualifying prospects. Perfect for reps dealing with the following issues: Reps struggling with call reluctance. Getting screened out by the gatekeeper. Overcoming blow off objections like, “Just email me something”. Identifying decision makers.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., Ghosted—just the sound of this is chilling.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

Mr. Inside Sales

MAY 14, 2022

Otherwise, listen to your own recordings and see where and when you give control of the conversation to the prospect. Unlimited License: One to 100 reps can attend for one low price! There are many other examples of this (too many for this limited blog post), and if you would like a book full of them, then check this out.

Gatekeeper 235

Gatekeeper Face-to-face Decision Maker Licensing 235