Inside Sales Training

5 Ways to Get Better at Handling Objections

Inside Sales Training

Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? And, by the way, that you’re going to get all year long.).

How to Overcome the Top Three Objections in Sales

Inside Sales Training

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.

Don’t Answer Objections, Isolate Them

Inside Sales Training

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer.

5 Quick Secrets to Compelling Emails

Inside Sales Training

Want to get your emails returned? Who doesn’t…. Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

First We Form Habits, Then They Form Us

Inside Sales Training

“First we form habits, . then they form us.”. –Bob Moawad, Edge Learning Institute. I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!),

How to Increase Your Closing Percentage

Inside Sales Training

Let me ask you a question: Do all of your leads end up buying? Of course not. Next question: Out of ten leads that you set up to pitch a demo to, how many of those ten end up buying? If you said “two” then you are at the industry average.

Should You Use: “Is this a good time” – Yes or No?

Inside Sales Training

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for for presentation call backs), is alive and well – unfortunately.

Why Motivation Isn’t Enough

Inside Sales Training

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Dealing Successfully With Gatekeepers

Inside Sales Training

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?”. And. “Is

A Kick in the Teeth May be Good for You

Inside Sales Training

“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.

Stop Pitching the Gatekeeper – and What to Do Instead

Inside Sales Training

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.

The Proper Way to Set a Call Back

Inside Sales Training

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.

Your Comfort Zone and Your Success

Inside Sales Training

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

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

How to Deal with Other Quotes, Proposals, and Competition

Inside Sales Training

The only worse than getting the competitor stall at the end of your presentation (something like, “Well, we’re looking at other quotes…” etc.) is not knowing how to handle it.

What the Price Objection Really Means

Inside Sales Training

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.

Getting Behind the Stall Objection

Inside Sales Training

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training.

The Missing Ingredient to Top Performance in Sales

Inside Sales Training

Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales training, the same number of hours in the day, etc. –

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

How to Get Your Prospect Talking

Inside Sales Training

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?

The Importance of Following Up

Inside Sales Training

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?

Cold Calling: Stop Pitching the Gatekeeper

Inside Sales Training

Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees.

How to Handle the Objection, “We’re all set”

Inside Sales Training

Let’s face it — prospecting by phone is hard. It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.),

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Managing Millennials

Inside Sales Training

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.

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

Inside Sales Training

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.”

In Sales The Most Important Thing to Say is….

Inside Sales Training

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.

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Do You Have What it Takes?

Inside Sales Training

I remember my first sales job out of college. It was working for a company that sold investments – limited and general partnerships – to high net worth individuals around the country.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

The Three Times to Handle an Objection

Inside Sales Training

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.

Doctor or Salesperson – Which Would You Rather Be?

Inside Sales Training

Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: 187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical science liaisons at $132,842.

The Three Keys to Handling Objections

Inside Sales Training

I hear a lot of sales reps’ recordings, and when it comes to dealing with objections, you’d be surprised by the mistakes I hear! One of the biggest mistakes I hear is reps not even hearing their prospects out, and instead rushing in to answer what turns out not to be the real objection.

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

Inside Sales Training

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?”

Sales Training Playbook by Lessonl

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

Handling Objections When Requalifying

Inside Sales Training

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.

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

Inside Sales Training

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”.

How to Qualify an Influencer

Inside Sales Training

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.

How to Handle: “I want to speak to some references.”

Inside Sales Training

How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back?

The Art of Social Selling -- Summarized by getAbstract

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