Inside Sales Training Blog

How to Overcome the Top Three Objections in Sales

Inside Sales Training Blog

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry.

How to Sell A Pencil – Or Any Product or Service

Inside Sales Training Blog

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently.

Trending Sources

A Kick in the Teeth May be Good for You

Inside Sales Training Blog

“You may not realize it when it happens, but a kick in the teeth may be the best. thing in the world for you.”. – Walt Disney. When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career.

The Importance of Following Up

Inside Sales Training Blog

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? A day? A couple of days? A week?

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

What the Price Objection Really Means

Inside Sales Training Blog

Of all the objections sales reps get, the “price is too high” is still number one on the list. And it makes sense, doesn’t it? I mean think about your own purchases – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s the one common component of your own buying decisions? Budget, right? So it makes sense that all of your prospects have a budget consideration as well.

How to Get Your Prospect Talking

Inside Sales Training Blog

Have you ever had a prospect who plays his feelings on your product or service “close to the vest”? Someone who simply won’t share much of their opinion one way or the other? Or should I say how many prospects do you have like that?

Your Comfort Zone and Your Success

Inside Sales Training Blog

“Everything you want in the world is just right outside. your comfort zone. Everything you could possibly want!”. Jennifer Aniston, actress.

In Sales The Most Important Thing to Say is….

Inside Sales Training Blog

I know, it’s a catchy and kind of a trick title, isn’t it? And when I ask audiences what they think it is, they guess things like: “Asking for the sale!”. When would the customer like delivery?”. How many units do they want?”. Things like that.

Sales 58

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Too Many Options? Narrow It Down to Get the Sale Now

Inside Sales Training Blog

If you sell a product or service with many add-on’s and options or choices, then it’s easy for your prospect to get overwhelmed and want to “think about it.”

How to Overcome the Top Three Objections in Sales

Inside Sales Training Blog

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry.

The Three Times to Handle an Objection

Inside Sales Training Blog

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.

Hard Work Pays Off: I’m So Annoyed My Father Was Right

Inside Sales Training Blog

“Hard work pays off. I am so. annoyed at my father for being. right about that.”. –Lena Dunham, actress. This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, “There’s no substitute for hard work, Michael.”

The Proper Way to Set a Call Back

Inside Sales Training Blog

Not all sales close on the first – or even second or third, etc. closing call. Because of that, it’s often necessary to set a call back to continue the conversation.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Seven Things to Say when Prospects Don’t Have the Time for Your Presentation

Inside Sales Training Blog

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. They only have a few minutes, OR. They ask you in an exasperated tone, “How long will this take?”

Handling Objections When Requalifying

Inside Sales Training Blog

As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on.

Why Qualifying for Timeline is Important

Inside Sales Training Blog

So I’ve been in sales longer than some of my clients have been on the planet. I’ve made thousands and thousands of prospecting calls, and thousands and thousands of closing calls.

Ten New Ways to Handle, “We’re all set”

Inside Sales Training Blog

I receive emails from my readers all the time asking me how to handle various objections and resistance statements. A common request I get is how to handle the initial resistance statement “We are all set.” A variation of this is anything along the lines of: “We are O.K. with our present system”.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

How to Qualify an Influencer

Inside Sales Training Blog

If this were a perfect world, when prospecting and qualifying we would always get to speak with the decision maker and, while questioning them, we would discover that they were looking for our solution, and that they have the budget and authority to make a decision.

Asking for Help is a Great Way to Get Information

Inside Sales Training Blog

Everyone loves to be helpful. Because of this, you have a great opportunity to learn more about your prospects and clients if you learn how to ask the right questions at the right times.

Why the ‘will to win’ isn’t enough…

Inside Sales Training Blog

“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” –Paul “Bear” Bryant, football coach. It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action this quote speaks to.

“I Want to Think About It” – Ten New Ways to Handle it!

Inside Sales Training Blog

I know, we’ve already been through this objection, but sales reps always want more input on it so here it is: The bottom line is that when someone says they want to think about it, it means they aren’t sold yet.

The Top Characteristic of Top Sales Producers

Inside Sales Training Blog

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.

Sales 43

Ten Ways to Soften the Price Objection and Keep Pitching

Inside Sales Training Blog

Many sales reps get thrown off their pitch when a prospect objects to something early on during the close.

Whatever You’re Thinking, Think Bigger

Inside Sales Training Blog

Whatever You’re Thinking, Think Bigger. –Tony Hsieh, entrepreneur. You’ve probably heard the expression that “Life is a self-fulfilling prophesy.” Nowhere is that more immediately apparent than in the world of commission sales.

How to Use Tie Downs to Build Momentum

Inside Sales Training Blog

I don’t know why tie downs aren’t used more by sales reps selling over the phone. They serve several crucial functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect.

General Patton on Singleness of Focus

Inside Sales Training Blog

“You must be single-minded. Drive. for the one thing on which you have decided.”. –George S. Patton Jr. Army General. I don’t know about you, but I’m a big multi-tasker. This is especially true at work.

Sales 23

How to Turn Cold Leads into Warm Leads

Inside Sales Training Blog

Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking!

We Can Do It!

Inside Sales Training Blog

Once you realize that you CAN do nearly anything anyone else is doing, and that you can succeed at a very high level doing it if you choose to make it a priority and decide to invest the time and effort to do so, your world of possibility opens up for you.

Sales 28

The Key To Building Value

Inside Sales Training Blog

You hear it all the time — if your price is higher than your competition you’re told to “build value.” ” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?

The One Important Buy-In Question (You better be asking)

Inside Sales Training Blog

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!

Top Ten Characteristics of Top Sales Producers (Part Seven)

Inside Sales Training Blog

How many times do you ask for the sale during a close? Twice? The number of times you should be asking might surprise you…. Top Characteristic Part Seven: Be prepared to ask for the sale five times – or more!

How to Make Cold Calling Easy

Inside Sales Training Blog

Anyone who has to cold call as part of their sales career knows how hard it can be. Many sales reps cringe as they dial a number and wait for the receptionist to answer: “Who’s calling?”. Will he know what this call is regarding?”.

Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part One)

Inside Sales Training Blog

If you’re struggling to get your voice mails returned, then you’re not alone. Industry stats show that less than 10% of voice mails to new prospects are returned.

Why You’re Wrong about Phone Scripts

Inside Sales Training Blog

Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago. If you’re going to that event, make sure and email me so we can meet during the conference: Info@MrInsideSales.com. You can read more about the event here.

How to Qualify for Interest

Inside Sales Training Blog

Today it seems to be harder and harder for sales reps to qualify for interest and to identify buying motives. One thing making this so difficult is the decision tree: often there are many different levels of decision makers (committees, bosses, regional managers, corporate, etc.),

How to Handle the “Status Quo” Objection

Inside Sales Training Blog

As you know, I often get emails from readers of my ezine , “Secrets of the Top 20%”, asking me how I would handle various selling situations and objections. 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.