Mr. Inside Sales

FEBRUARY 2, 2024

The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! Then remain completely quiet and let your prospect tell you what the REAL objection is!] In this case, “Your Price is Too High.” And most do! Top performing reps, however, know better.

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Mr. Inside Sales

JANUARY 19, 2024

Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. [Now take it down, and then move into qualifying!] That’s what most blow offs are! appeared first on Mr.

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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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Partners in Excellence

OCTOBER 4, 2014

I’ve clipped an image of his prospecting email, having blocked a lot of things for obvious reasons. As I later discovered, this person is an expert in prospecting and cold calling so I expected to learn a huge amount from his prospecting approach. Related Posts: LinkedIn Networking Run Amuck! No related posts.

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Prospecting eBook Cold Calling Promotion 93

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. And “I want to think about it” is the perfect smokescreen. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. They like a different solution.

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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.

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Mr. Inside Sales

OCTOBER 14, 2023

I’ll keep you in the loop on when my first novel, The Angel, will be published, and you’ll have a chance to join my Street Team of advanced readers and join in other fun events. If not, that’s perfectly okay. Thanks for all your support in the past, and I wish you much success in your own journey. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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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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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! Mistake Number Two: Talking past the close. Too many sales reps like to talk. The way to correct that is to listen to the question, compose your thoughts, and then give a succinct answer and quit talking. Less is more.

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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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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? It seems they are afraid and think things like: “Will they like my product or service?” “Am

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Decision Maker Face-to-face Gatekeeper Licensing 261

Understanding the Sales Force

MAY 8, 2023

In a perfect world, Hunters make lots of outgoing calls in order to find an opportunity which could pay them to eat. While many tech companies have adopted the use of BDRs to conduct inbound and outbound prospecting, most companies in most industries did not go there. The landscaper called me over to look at a tree on our property.

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Mr. Inside Sales

SEPTEMBER 23, 2022

I’m sure you’ve heard that practice makes perfect, right? Practice doesn’t make perfect; it only makes permanent. For those of you who said practice doesn’t make perfect, you’re right! If it’s not perfect selling skills, then help them upgrade those skills today! Do you believe that’s true? Bad news first….

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Mr. Inside Sales

JUNE 25, 2022

Instead, you should ask the prospect when a good time to follow up is. By asking the prospect when you should follow up, you’ll be able to gauge their urgency and assess their buying rhythms. Remember: practice doesn’t make perfect; it just makes permanent. Only practice of perfection makes perfect.

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Understanding the Sales Force

MARCH 20, 2024

A book like this might not be the perfect read for you, but as a former Jew that converted to Catholicism twenty-two years ago at age forty-six, I found it helpful, useful, insightful, powerful, and conclusive. Similarly, many prospects are also non-believers in your product or service. Cold-Case Christianity is a book by J.

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Understanding the Sales Force

JANUARY 22, 2024

One minute ago everything was perfect and then, all of a sudden, reality sets in and you’ve traveled an hour out of your way. Most salespeople thank the prospect for sharing and then start on their proposals, thinking about what they must do to differentiate. That exact same thing happens to salespeople on their sales calls.

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No More Cold Calling

JANUARY 11, 2024

Source: Salesforce State of Sales Report, 5th Edition) What sales teams really need is greater selling acumen—a sales program that helps them learn, practice, and perfect new skills to excel in this ever-changing world of sales. Achieving referral success means adopting referral selling as a strategic initiative for sales prospecting.

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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. It took me years to believe this. And this means that you spend hours each day pitching to people who are never going to buy!

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No More Cold Calling

DECEMBER 7, 2023

In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent). 10 people introduce you to your ideal prospect. 5 are a perfect fit. 5 are a perfect fit.

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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. They pitch features and benefits instead of asking questions and qualifying.

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The Pipeline

JANUARY 29, 2019

I have written in the past about how “ perfection is overrated.” While we all want to maximize results, some results are better than the “nothing” delivered by constantly preparing to be perfect. This gives us an opportunity to use our own and other clients’ experiences to help your current prospect. By Tibor Shanto.

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Klozers

JANUARY 27, 2020

What is a Sales Prospect Profile?Why Why is a Sales Prospect Profile Important?Sales Sales Prospect Profile ExampleWhy you Need a Sales Prospect ProfileSales Prospect Profile ChecklistSales Prospect Profile TemplateHow to Get StartedRecommended Reading 1. What is a Sales Prospect Profile?

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Understanding the Sales Force

MARCH 21, 2022

Why Your Prospects Won't Talk with You and What to Do About it - a rant. Protect Your References - a rant on why you shouldn't give out references unless it's the perfect time. Revenue Sensitivity - a rant on the lack of correlation between top salespeople and revenue. Why People Should Consider a Career in Sales.

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Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched.

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Mr. Inside Sales

APRIL 8, 2022

For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. The question is: what do you say to it?

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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.

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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. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive.

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Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? If you think about it, that’s the perfect stall. And then when a prospect blows you off with, “Can you email something to me?” Can you email something to me?”. They aren’t saying no, and it implies that they’ll talk to you later….

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The Pipeline

SEPTEMBER 7, 2021

This is not an invitation for crude and sloppy behaviour, but more an acknowledgement that people are not perfect. It’s a prospecting call, please stop apologising, it’s OK to do your job. In prospecting, that is asking a prospect who just blew us off, permission to call back. I’m Sorry, I Didn’t Mean To.

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Understanding the Sales Force

APRIL 4, 2024

The 3 Most Important Questions about Sales Process and My Answers Sales Pipeline – Reality vs. What Your Salespeople Know and Think Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With How To Determine If Your Sales Process Is Effective Should You Restage Your Sales Pipeline?

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Mr. Inside Sales

APRIL 14, 2024

Unlimited License: One to 100 reps can attend for one low price!

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Sales and Marketing Management

MAY 6, 2020

How can we be even more effective working remotely to generate business – and will we create new ways to connect with each other and customers and prospects? Marketing must also create a continuous learning system to unearth those perfect prospects. . . But, even with a perfect prospect, cash has become a precious commodity.

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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.

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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. Ever feel stalled during a close?

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Jill Konrath

OCTOBER 1, 2019

If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible.

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Mr. Inside Sales

JULY 20, 2021

Qualify prospects better and learn their buying motives. 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. Give better demos and presentations. Overcoming objections easier. You do want to do that, don’t you?

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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!

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