Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. Imagine that…. That’s just the way it’s going to go.

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Face-to-face Cold Calling Gatekeeper Decision Maker 313

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. Unlimited License: One to 100 reps can attend for one low price! Get Access Today.

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Gatekeeper Prospecting Face-to-face Decision Maker 156

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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Call-back Face-to-face Follow-up Gatekeeper 240

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. Questioning this objection is much better than saying, “Okay, when should I call you back,” which is what most sales reps say. Unlimited License: One to 100 reps can attend for one low price! But they rarely do.

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Face-to-face How To Gatekeeper Decision Maker 202

Mr. Inside Sales

AUGUST 7, 2020

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

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. Get it wrong, and that could mean the end of your call—and your chance to make a sale. Unlimited License: One to 100 reps can attend for one low price!

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Face-to-face How To Gatekeeper Decision Maker 256

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! Call me back as soon as you can…” just reeks of a tricky salesperson calling. So do your prospects. I ALWAYS delete these messages the moment I hear them.

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Face-to-face Gatekeeper Decision Maker Licensing 254

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? Unlimited License: One to 100 reps can attend for one low price! And isn’t that what you want to do?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

NOVEMBER 5, 2021

And you can search for any topic that is giving you trouble: For example, need help cold calling? Unlimited License: One to 100 reps can attend for one low price! Head on over to my blog and you’ll find tons of excellent, free resources to help with just about any problem you’re having! Click here. Click here. Click here.

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Resources Face-to-face Gatekeeper Inside Sales 242

Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Unlimited License: One to 100 reps can attend for one low price! Focus on the direct benefits to your specific type of customer.

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Sales Qualified Lead Face-to-face Advertising Advertising 231

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. Unlimited License: One to 100 reps can attend for one low price! It took me years to believe this.

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Face-to-face Gatekeeper Decision Maker Licensing 255

Mr. Inside Sales

APRIL 2, 2022

But after years of cold calling (and calling clients back), I have found that I revert back to this standard opening again and again. And here is the key): The real use of this question is to gage carefully the receptiveness of your prospect and then to respond accordingly. Let’s dive into #2 a bit more.

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Face-to-face Cold Calling Call-back Inside Sales 156

Mr. Inside Sales

MAY 31, 2021

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. But having a best practice outline/script will give you the confidence to make the calls that will make you successful.

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Face-to-face Cold Calling Call-back Gatekeeper 180

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

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

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. 2: Next, make sure and let them know you’ll be brief when they call you back. 3: Finally, make it easy for your prospect to call you back.

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Face-to-face Call-back Gatekeeper Decision Maker 230

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

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Face-to-face Gatekeeper Decision Maker Licensing 334

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. Unlimited License: One to 100 reps can attend for one low price! That’s okay.” And then leave it at that.

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Face-to-face Call-back Gatekeeper Decision Maker 250

Mr. Inside Sales

JUNE 8, 2023

When I started my business many years ago, it was sometimes a grind to have to prospect to find new clients. Many mornings, I’d wake up dreading a day of cold-calling companies, trying to uncover a need or a fit for what I was selling at the time. Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

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

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

JANUARY 2, 2023

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. The point is to ask questions and LISTEN to your prospect’s needs. So, write up your questions, call your prospects, and listen to how best to serve and sell them! Qualifying prospects.

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Face-to-face Gatekeeper Decision Maker Licensing 223

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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Face-to-face Gatekeeper Decision Maker Licensing 271

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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Face-to-face How To Pivotal Call-back 317

Mr. Inside Sales

FEBRUARY 3, 2023

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 233

Face-to-face Gatekeeper Decision Maker Licensing 233

Mr. Inside Sales

SEPTEMBER 19, 2020

This download features Chapter Two on new cold calling and prospects techniques to help you get through to decision makers and build the rapport needed to have conversations and qualify your prospects. Unlimited License: One to 100 reps can attend for one low price! Download it here.

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Decision Maker Gatekeeper Face-to-face Inside Sales 178

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. 2: Make more calls without leaving a message. Speaking about prospects hiding behind emails, etc.,

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

Mr. Inside Sales

APRIL 2, 2023

Yep—the business prospect, of course. If you’re leaving voice messages and not getting call backs, consider whether you’re making it hard for your prospects to write your number down. So here is the quick fix: Leave your phone number SLOWLY and twice so your prospect doesn’t have to replay your message a bunch of times.

Face-to-face 156

Face-to-face Call-back Gatekeeper Decision Maker 156

Mr. Inside Sales

JANUARY 7, 2023

Unlimited License: One to 100 reps can attend for one low price! Perfect for reps dealing with the following issues: Reps struggling with call reluctance. Qualifying prospects. Setting call back appointments that stick. Getting screened out by the gatekeeper. Identifying decision makers.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Mr. Inside Sales

OCTOBER 14, 2022

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. Why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is ask a prospect what their buying schedule is. Unlimited License: One to 100 reps can attend for one low price!

Call-back 156

Call-back Face-to-face Gatekeeper Decision Maker 156

Mr. Inside Sales

MAY 14, 2022

Otherwise, listen to your own recordings and see where and when you give control of the conversation to the prospect. Unlimited License: One to 100 reps can attend for one low price! There are many other examples of this (too many for this limited blog post), and if you would like a book full of them, then check this out.

Gatekeeper 235

Gatekeeper Face-to-face Decision Maker Licensing 235

Pipeliner

OCTOBER 18, 2021

Besides old age cold calling , companies are increasingly using new technology to win more deals. The best options for sales prospecting and lead generation are as follows: LeadFuze. This easy-to-use prospecting tool can find the email address of almost any professional. license (Team). Price: $5.99

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Tools Prospecting Ideal Customer Profile Face-to-face 97

Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? And then when a prospect blows you off with, “Can you email something to me?” Unlimited License: One to 100 reps can attend for one low price! Can you email something to me?”. If you think about it, that’s the perfect stall.

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Face-to-face Gatekeeper Decision Maker Licensing 177

No More Cold Calling

DECEMBER 20, 2018

As we enter 2019, go above and beyond for your prospects and clients. In fact, she became California’s first licensed female architect. The post You Don’t Know Isaac, but I Won’t Forget Him appeared first on No More Cold Calling. Do the right thing by them. The Julia Morgan Ballroom at the Merchant’s Exchange.).

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Hotels Licensing Social Media Cold Calling 282

Mr. Inside Sales

MARCH 6, 2021

Unlimited License: One to 100 reps can attend for one low price! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Gatekeeper 316

Gatekeeper Closing Face-to-face Decision Maker 316

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them. Here’s a list to get you started: For prospects: #1: “What motivated you to reach out to us today?”. [If

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Face-to-face Gatekeeper Decision Maker Licensing 287

Mr. Inside Sales

FEBRUARY 12, 2021

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. Try this: When you get your prospect back on the phone, say: “Nice to speak with you again. Did you have a chance to review my email?”.

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Follow-up Face-to-face Sales Qualified Lead Gatekeeper 228

Mr. Inside Sales

JANUARY 14, 2023

Simply call your reps in, one by one, and ask them: “If I gave you a pencil and asked you to sell it, how would you go about it?”. When you speak with a prospect for the first time, how much of your script is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives?

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Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

OCTOBER 28, 2022

I was listening to a training call the last week, and the prospect told the rep that his price was quite high for a certain item. The rep then asked for the part number and told this prospect that he would “see what I can do.”. Unlimited License: One to 100 reps can attend for one low price! You: “I understand.

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Objections Face-to-face Gatekeeper Decision Maker 156