Inside Sales Training Blog

Don’t Answer Objections, Isolate Them

Inside Sales Training Blog

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.

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.

Trending Sources

Sorry, Practice Doesn’t Make Perfect

Inside Sales Training Blog

Practice doesn’t make perfect, only practice of perfection makes perfect. –Anonymous. This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up!

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

Inside Sales Training Blog

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.

Account-Based Marketing: A Practical Guide

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

Dealing Successfully With Gatekeepers

Inside Sales Training Blog

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

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.

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.

Sales 51

The Three Keys to Handling Objections

Inside Sales Training Blog

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.

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.

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

Inside Sales Training Blog

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.),

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.

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?

Getting Behind the Stall Objection

Inside Sales Training Blog

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.

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.

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.

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.

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?

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.

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.”

Sales 64

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.

How to Handle: “We’re happy with who we’re using…”

Inside Sales Training Blog

First of all, I’d like to thank all of you for making my new book release a HUGE success on Amazon! Power Phone Scripts is the #1 New Release in the Retail Industry! If you haven’t had a chance to get your copy, then simply click on the book link at the bottom of this email.

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?”

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.

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.

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”.

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.

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.”

Successful Selling

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

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.

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.

“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.

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.

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.

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.

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.

Film 43

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.

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.