Mr. Inside Sales

APRIL 14, 2024

I can’t believe this company is asking me to actually show up to an office!” 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.

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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! So do your prospects. Your prospects can see through you and your message will be deleted quickly. Search my blog if you missed them.) Believe me.

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Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

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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. Ever feel stalled during a close? Get Access Today.

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Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then they showed up because my neighbor switched to them. And then nothing from them. Google Fiber did things differently.

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Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

MARCH 2, 2024

What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. Mistake Number Two: Talking past the close. Too many sales reps like to talk.

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Mr. Inside Sales

AUGUST 4, 2023

You can sign up to receive one on my author’s site. Click here and scroll to the middle and sign up for free. To attain Wisdom, remove things every day.”—Lao Lao Tzu If you enjoy quotes like these, I send a new one out every Wednesday. Have a great week! Need More Proven Responses to the Selling Situations You Face Every Day?

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Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

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Mr. Inside Sales

JULY 9, 2023

Goethe If you do, then you can receive one each Wednesday by signing up here. Sign up today. .” –-Jimmy Buffet “Nothing is worth more than this day.”—Goethe Scroll to the middle of the page). Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too!

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Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? Your prospecting will go a lot better if you do! Cold calling mistake #1: Don’t pitch the gatekeeper. To start with, the gatekeeper doesn’t want to hear your pitch. If you need more specific advice on this, see these gatekeeper scripts here.

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Mr. Inside Sales

JUNE 25, 2022

Please tell prospect’s first name , that John Davis is holding, please.”. #2: 3: When you are scheduling an appointment to follow up, don’t use the generic: I’ll call you in a month to follow up…. Instead, you should ask the prospect when a good time to follow up is. Get Access Today.

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Gatekeeper Face-to-face Decision Maker Licensing 156

Mr. Inside Sales

JULY 24, 2023

He looked up at me, not smiling, shrugged his shoulders and said, “I don’t know.” Nothing gets you further with a gatekeeper than using those magic words, and being polite and professional always helps you with both prospects and clients. Mark’s Square. Abruptly, I asked, “Where is St. Mark’s Square?” How do I get there?”

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Mr. Inside Sales

AUGUST 7, 2020

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…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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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. with your voice lifting up at the end of the word. Then hit MUTE again and listen as your prospect reveals more. Like you’re really curious.

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Mr. Inside Sales

OCTOBER 14, 2023

You can sign up for free by clicking here. If you are interested in being a part of this journey, do sign up above. —Victor Hugo, writer If you enjoy quotes like these, you’ll be pleased to know that I send out three new ones every Wednesday. As some of you know, I’m beginning my new career as a writer.

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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. It took me years to believe this. And this means that you spend hours each day pitching to people who are never going to buy!

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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. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive.

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Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Script #1: Make sure and have an email already prepared while you’re prospecting. Script #1: Make sure and have an email already prepared while you’re prospecting. Right then! And begin qualifying!

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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. Speaking about prospects hiding behind emails, etc., What to do? That’s right. Relentlessly.

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Mr. Inside Sales

OCTOBER 14, 2022

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. When would be the best time for me to follow up with you?” (And Try: “How often do you find yourself needing these?”. Get Access Today.

Call-back 156

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

Mr. Inside Sales

JUNE 26, 2023

unknown If you would like to receive a quote like this each Wednesday, then click here and sign up. –John Wooden “Things turn out best for the people who make the best out of the way things turn out.” –Art Art Linkletter “A fear faced is a fear erased.” Unlimited License: One to 100 reps can attend for one low price!

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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. 3: Get up and walk around when you’re on the phone. And most of that came down to my attitude. Get Access Today.

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Anthony Iannarino

FEBRUARY 27, 2020

It is clear the person sending the email, InMail, or note did nothing to determine whether or not I might be a prospect for their services. If everyone is a prospect, no one is a prospect. It’s lazy prospecting and the misuse of the sales tools. Lazy Prospecting. Misused Sales Tools.

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Sales Tools Tools Prospecting Ideal Customer Profile 93

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. You can use the intel you got from your initial pitch to open up the upsell. At that time, load them up!

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Mr. Inside Sales

SEPTEMBER 17, 2023

3: “You grow up the day you have your first real laugh at yourself.” 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.

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Mr. Inside Sales

JANUARY 14, 2023

This is one of the most basic of interview questions I use for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales process, and ultimately about what kind of sales rep they are going to be. Getting screened out by the gatekeeper. Qualifying prospects.

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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. Now I’m sure you can come up with your own questions here, but you get the idea. The point is to ask questions and LISTEN to your prospect’s needs. Getting screened out by the gatekeeper. Staying motivated.

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Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

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Mr. Inside Sales

FEBRUARY 3, 2023

Instead of saying, “Why don’t we set up another meeting to talk about this…” Say: “From what you’ve seen today, is this something you feel would work for you?” Instead of saying, “The sooner you start with this, the sooner you’ll see the results…” Say: “What is your timeline for getting started with something like this?”

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Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? Get Access Today.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

Mr. Inside Sales

OCTOBER 25, 2021

If you get buy in here, then you can either: Set up a meeting to pitch the decision maker. Set a follow up call after they have pitched the decision maker. If they buy in to your question that they are going to recommend it, then ask: “And do they usually go with your recommendation?”. Get Access Today.

Influencer 288

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Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed up with—becomes nearly impossible. And then when a prospect blows you off with, “Can you email something to me?” How great will that be?

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Mr. Inside Sales

SEPTEMBER 11, 2020

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. And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. How long will this take?”

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Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are). You don’t take notes? How about using your Mute button?

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Mr. Inside Sales

AUGUST 7, 2022

And then watch your sales go up, your confidence go up, and your income go up! Resource #1: Access to proven prospecting skills by getting a free chapter right from my bestselling book, Power Phone Scripts. Take what you need, adapt these scripts and techniques to your selling situations, and then use them.

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Mr. Inside Sales

DECEMBER 9, 2023

A city bus pulled up outside and a bunch of people got off. After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?” After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?” “Yes” I asked him what he was up to and this is when the chill hit me.

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Mr. Inside Sales

SEPTEMBER 26, 2020

We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. Mute, shut up, listen and learn. That just distracts them.

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