Inside Sales Training Blog

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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.

Stop Pitching the Gatekeeper – and What to Do Instead

Inside Sales Training Blog

One of the biggest mistakes many inside sales reps make is pitching the gatekeeper. For some reason they feel compelled to pour their pitch on the first pair of ears they get, and, unfortunately, this usually gets them into trouble.

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.

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 Training Playbook by Lessonl

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

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.

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.

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?”

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”.

The Art of Social Selling -- Summarized by getAbstract

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

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.

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.

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“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.

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.

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.

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.

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.

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!

Managing Millennials

Inside Sales Training Blog

Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of.

Successful Selling

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

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!

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.

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?”.

How to Handle: I looked it over and not interested

Inside Sales Training Blog

Don’t you hate it when you get back to your prospect, you’re ready to give a great pitch, you need the sale, and…and….they they tell you they looked it over and they’re not interested! Wait a minute! You want to scream. Just give me a chance…. Believe it or not, there is a way to deal with this.

Sales Advice from Pablo Picasso

Inside Sales Training Blog

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.”.

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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.

Top Ten Characteristics of Top Sales Producers (Part Six)

Inside Sales Training Blog

Top Characteristic Part Six is difficult for many sales people to develop and practice, yet it’s one of the most important of skills to cultivate. And it is: Top Characteristic Part Six: Learn to build rapport before, during and after a sale.

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

Inside Sales Training Blog

I often get asked the question of how to handle the objection: “My supplier is my friend/brother/long term relationship, etc.” While this is, at first glance, a seeming difficult objection to overcome – and sometimes, if it’s true, won’t be overcome right away – there are ways to position yourself to earn some of the business either right away, or to be the preferred vendor they reach out to if they need to consider making a change.

Positive Statements that Help You Sell

Inside Sales Training Blog

When I began my sales career all those years ago, I was told that at the bottom of all successful sales was a transfer of emotion – my manager told me that I was either transferring my positive feelings about my product onto my buyer, or he/she was transferring their negative feelings about it to me.

The Only Qualifying Question You May Need

Inside Sales Training Blog

I was working with a client the other day listening to one of their rep’s qualifying call, and when the rep presented the cost of the product and asked if that fit within the prospect’s budget, the prospect gave an interesting answer. She said: “Well maybe, but it depends. I’ll have to first see if what you have will work well enough for us to make the switch.”. Question for you: What would you say next?

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How to Use Assumptive Statements

Inside Sales Training Blog

Want to make your presentations instantly better? Then invest some time and change your closed ended, weak closing statements and questions into powerfully persuasive assumptive statements that lead your buyer to make the decision you want them to make. Assumptive questions are just that – they assume an answer rather than ask it, and in doing so, they cut through any hesitation or resistance a prospect is likely to put up.

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

Inside Sales Training Blog

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.

How to Requalify Existing Prospects and Clients

Inside Sales Training Blog

One area many sales reps struggle in is how to requalify existing accounts, or prospects they haven’t spoken with in a while. Let’s first establish the need to do this, and we’ll address exactly how to do it. First let’s acknowledge that all things change.

A Better Approach Than, “How are you today?”

Inside Sales Training Blog

Nothing signals a sales call more than that worn out opening, “How are you today?”. As soon as you ask that of someone you’ve not spoken to before, their immediate thought is, “Oh, here comes a sales pitch from someone I don’t want to talk to!”.

15 Ways to Handle the Competition Objection

Inside Sales Training Blog

We all face competition. There is always someone who can do it cheaper, or faster, or better (at least in the mind of your prospect). Because of this, prospects – and even customers – are constantly on the search for a better deal. Knowing how to handle the competition objection effectively can mean the difference between winning the sale or suffering that sinking feeling of having lost the business to someone else.

5 Ways to Get Better at Handling Objections

Inside Sales Training Blog

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 Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research”

Inside Sales Training Blog

One of my readers sent me two objections he’s struggling with and they are: “We need to do some research first,” and “I don’t make a decision on the day,” or the variation: “Do you expect me to make a decision, like, now?” Two interesting objections and two that are easy to handle – if you are prepared for them in advance with good scripts. Let’s start with the second objection of “Do you expect me to make a decision, like, now?”

How to deal with, “I’ll have to speak with…”

Inside Sales Training Blog

There are a few objections that seem – at first glance – almost impossible to overcome: “I want to think about it,” is one of them – but a close second has to be the “I’ll have to speak with….” someone else – a supervisor, regional manager, spouse, etc. In this case, like the one before it, the prospect isn’t objecting, per se, but they aren’t saying yes either.