4 Ways to Get Out of a Sales Slump

It's early July, which means the year is half over, and you only have six months until yearly sales and goals are assessed. How are you doing? If you're in a slump, this is the time to get out of it, so you work through the summer and go into the fall strong and ready to make your quota! Today sales trainer Mike Brooks shares how you can break out of a slump and get those sales moving!

Let’s face it – every now and then sales don’t seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what’s important is that we keep control of our attitude and expectancy level. In other words, keeping positive, reflecting on wins, and expecting success is what always drives a top producer through the seemingly slow times in sales.

I like to compare keeping my attitude up to how a pilot tries to stay on the radio beam when he’s flying. A directional beam is projected to guide the pilot to his destination, and as long as he stays on the beam, he’s safe and he’ll make it through just fine. It doesn’t matter that the weather may be temporarily blinding him or that he may not be able to see where he is or where he’s headed, as long as he can locate and stay on that beam, he’ll be all right.

It’s the same thing in sales. If things are temporarily not going your way, or if you have to start prospecting again, or if that big client or if those deals didn’t close, that’s OK. All you have to do is to get back on the beam of being positive, expecting to close more sales, and continue to reflect on your sales goals. If you can do that (and that may sometimes be a tall order given the temporary appearances), then you’ll be fine in the end.

What you can’t fall victim to is negative thinking. That only leads to deflated attitudes, less activity, and poor sales skills. It tends to feed itself and you start looking for reasons to fail, and you often find them! You know you’re “off the beam” if you’re in fear, if you get agitated easily, if you become resentful of others or if you begin feeling depressed in any way.

If that happens, here are 4 ways to get back on the beam:

1) Reflect back on your previous wins. Get quiet and begin reliving all the times when you closed big deals, when you made your goal and when you got new clients and closed deals. Remember those feelings… This will immediately move you back towards the beam.

2) Remind yourself that your very next phone call could result in the biggest deal of your career. This is not only true, but by dwelling on it you’ll begin to want to make more calls, and you will actually begin attracting that success to yourself.

3) Review your financial goals and begin imaging how you feel now that you’ve achieved them. Relish those feelings. Get excited about what you’re enjoying now that you’ve reached your goals. This is visualization 101 and remember that your subconscious mind can’t tell the difference between a real event and one vividly imaged with feeling.

4) Change your attitude into one of absolute service to others rather on if you’re going to get a deal. Start each phone call with the thought, “I’m here to be of maximum service to this person.” That will not only take the pressure off of you, but your prospect will feel it – and respond to you.

Any one of these techniques will get you back on the beam. If you combine all four of them you’ll be out of your temporary slump in no time and you’ll be closing deals like the top pro you know you are.

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

How to Handle the "I don't have the Time" Objection

We're only a few days into the New Year, and I don't know about you, but I'm already scrambling! Things are busy, busy, busy - and your prospects are already feeling the crunch. Today sales trainer Mike Brooks offers tips on how to react when your prospect doesn't have the time.

Welcome to the New Year! So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you'd better be prepared for what is sure to be one of the biggest brush off objections this year: "I'm too busy/don't have the time to talk to you now."

Because of the personnel cuts over the last 24 months, you've probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are still employed. What that means to you is that you must be prepared for this and even more so, you must be equipped with the right scripts to handle this objection.

As I've written over and over, the top 20% sales reps who are going to be successful in today's market are those who are prepared for the objections and selling situations they will find themselves in 90% of the time. The other 80% of sales reps? They will continue to struggle because they will insist on ad-libbing it and making it up as they go along.

To help you be prepared for the "I don't have the time" brush off, memorize these scripts below and be prepared to use them every time you get this objection:

Response #1:
"I know that feeling; my desk is full of things I need to do, too. I'd be happy to schedule a time to call you back, but I don't want to bother you if you're really not interested. Let me ask you a quick question and be honest with me:

If I could show you a (system/product/service) that is proven to (reduce your overhead, generate more sales, etc.), would it be worth it for you and I to take for just 5 minutes to see how it could work for you?"

If NO: "No problem. Before I go, who else do you know that might be able to use a system like this?"

If Yes: "Terrific. Do you have 5 minutes right now?"

If No: "I'm looking at my schedule, what is a good time later today?"

Response #2:
"___________ you probably get a lot of calls like I do, and my initial reaction is to say I'm too busy as well. But I can explain this to you in just 3 minutes and if you think it can help you we can schedule more time later - and if you don't we can part friends, is that fair?"

Response #3:
"I'm with you. Before I schedule time to get back with you, just a quick question: Is it a priority for you to (fix or improve what your product or service will do for them) this quarter?"

Response #4:
"I'm glad you're busy, that means that you don't have the time to waste looking at things you have no intention of taking advantage of. Quick question: If I could show you a proven way to (get the benefits of your product or service), is that something that you would invest 5 minutes learning more about?"

Response #5:
"No problem. I know what it's like to be interrupted. Would it be better to call you back right after your meeting, say in about a half hour, or would you prefer to set up a quick 5 minute call for tomorrow morning?"

Can you see how much more effective you will be by being prepared with and using these kinds of scripts? Believe me, it will separate you from the majority of your competition.

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

3 Keys to Reaching Your Financial Goal in 2011

It's the time to start thinking about your goals for 2011 - and for many people, that goal will be about making more money. The problem with that goal is that it's hard to implement effectively. You need to break it into steps and be specific. That's where this advice from sales trainer Mike Brooks comes into play. Enjoy!

I don't know you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet and exercise; goals for my career that include income and professional growth; goals for creative expression that include writing and photography; goals for relaxation that include travel and leisure, etc.

When it comes to setting and reaching these goals, I have found that there is a simple yet crucial 3 step process that virtually assures that I reach any goal. I'm going to lay it out here as it applies to a financial goal, but realize that this method applies to the success of reaching ANY goal. Here's what you do:

Key #1: The first step is to be absolutely precise on the desired goal. For example, it isn't enough for your financial goal to be to "earn more money than last year." If you earn $1.50 more in 2011, then you will have reached your goal!

Instead, you need to know the exact amount. In determining that number, I always look at each month, factor in vacations, holidays, projects, etc., and then I add up each month and come up with an EXACT figure.

Once I have that, I break it down again per month and write each month's specific dollar goal everywhere so I'm looking at it each day of that month. I post it on my desk, in my car, in the bathroom; I know exactly what it is each and every day.

I also adjust it per my production for that day so it is a fluid and ever changing number. Sometimes it gets bigger as the week goes on, and sometimes it gets smaller (depending on my production each day). But the point is that it is specific and exact and I'm always aware of what my daily, monthly and yearly, specific dollar amount goal is for each and every day.

That's key number one.

Key #2: The next specific thing to be aware of is where each dollar of your yearly financial goal is going to go. Ask yourself: "What am I going to do with all the money I'm going to earn this year?" How much are you going to save by the end of the year? How much debt are you going to pay off? Are you going to buy a new car? Pay for your kid's education? How much do you have budgeted for vacation? How about taxes? How about retirement?

These are just some of the questions you need to get in the habit of asking yourself at the start of the year, and you need to be completely clear on exactly where each dollar is going and where you're going to be financially by the end of the year. Having this kind of clarity and purpose help keep you focused and disciplined, and it has a magical effect on how the Universe helps you accomplish your specific financial goal.

Now I know things come up, but when you have every dollar accounted for, you'll be amazed at how you can earn extra money to handle the unexpected. That's just how it works. But I have found that when I'm crystal clear on how much I'm going to earn and what I'm going to accomplish as a result of it, my focus is razor sharp and I remained motivated each and every day.

In addition, when you know why you're working so hard and what for, you're ready to put key number three into effect:

Key #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: acting as if you've already attained your goal. If you've ever read any book on the Law of Attraction, then you know all about the importance of accepting and believing on a subconscious level that you already have what it is you're trying to accomplish.

The Law is simple: the Universe responds to what you feel and believe to be true. If you think you're broke or that your territory is poor or that you can't do something, then you'll find evidence to support your belief and you'll act (or not act!) accordingly. If you believe the opposite, then you'll find a way to keep taking actions to accomplish what you believe is possible, and the Universe will provide you with the opportunities to confirm what you believe.

But the key is to believe it has already happened. By acting as if you are already the top producer at your company, or by going to sleep at night already feeling the feelings of having accomplished your goal, you're acting like a magnet for the success you've already determined is yours.

By acting as if you've accomplished your goal, you'll automatically and easily take the actions necessary to achieve them. Suddenly it will be "like you" to come in earlier, to make more calls, to qualify better, etc. I have found that acting as if is one of the most important things I have done to catapult me into new earning levels and "being states".

And I have found that it ALWAYS works. Whether I believe I will or I won't, I'm always right.

There are lots of ways to achieve the "being state" of acting, feeling and experiencing your success in advance, but my favorite is to write and read affirmations that are rich in feeling and emotion. There are many books out there that will teach you how to do that and I recommend you invest in them today.

The bottom line is that when you follow these three keys to successful goal attainment, you will become unstoppable. There will no longer be road blocks, and no outside element will ever get in the way of your accomplishing any goal you'll set. You see, there is always a way to achieve anything you can dream of. And if you're absolutely clear on what it is, know exactly why you're going for it, and can feel and live as if you've already accomplished it, then nothing can stop you from attaining it.

I encourage you to use this week to put these keys into your goals planning for 2011. If you do, then next year at this time you will be reaching for even more aggressive goals because you'll have discovered the real keys to performance in life.

All the best for 2011!

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

SalesDog Quick Tip

I really like the short quick tips - they offer something to think about while you drink your first cup of coffee! Today's tip is from Mike Brooks, author of "The Ultimate Book of Phone Scripts".

The best way to handle a price objection is to say, "I can certainly understand that price would be a concern. Setting that aside, does the solution I recommended fit your needs?" You need to know if your solution is the right one before you address the price. If it's right, you can now use cost justification strategies.

Quick and easy!

Mike Brooks, Mr. Inside Sales, offers free closing Scripts, and a free audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. Learn more at http://www.mrinsidesales.com/

How to Not Sound Like a Telemarketer

When cold calling, the worst thing you can do is sound like a telemarketer. Today sales trainer Mike Brooks tells you how to avoid just that!

I don't know about you but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, "Hi is that Mr. Brooks?" to the way they mechanically read their scripts, I have them pegged before they get past their first sentence. And like I'm sure it is with you, too, I am immediately not interested.

If you are reading this article, it probably means you have to pick up the phone - either to make appointments, call prospects back, return calls to clients, etc. - and if so, then you need to learn how to sound natural on the phone and avoid putting your prospects, gatekeepers, assistants, etc., on notice that you're trying to sell something.

The way you do that is by learning how to sound like you're not selling anything, and you do that by learning how to disarm prospects, sound natural yet professional, and how to be friendly without being phony. Use these 5 techniques to not only sound natural on the phone, but to also close more business:

#1 - Always use the prospect's first name. I know that there are two schools of thought on this, one being that you should show respect for someone you don't know and so use either Mr. or Mrs., but I don't agree. I think you can show respect for someone by being courteous and professional, and I think you're going to make a lot more progress if you use a person's first name. Here are the two reasons to do so:

a. First, by using a person's first name you aren't immediately signaling that you're a sales person! How do you feel when someone you don't know calls you and addresses you by "Mr." or "Mrs."? Also, when you use a person's first name, you are starting the call on equal footing, without giving them all the power.

b. Second, everyone likes the sound of their own name. In fact, psychologists have found that everyone's favorite word is their first name! By starting with that you are immediately making a connection, and a personal one at that.

#2 - Be polite. You'd be surprised by how many sales reps still try to trick or get around gatekeepers and assistants, and how many are even rude in doing so. Always, always use please and thank you when speaking with anyone over the phone (or in person for that matter).

Words like "please" and "thank you" go a long way when trying to make a connection with a prospect, and they work especially well when you're trying to get through to a prospect also. Examine your current scripts now and do all you can to insert the proper courtesies wherever you can.

#3 - Be brief. Most reps go into pitch mode the moment they reach their prospect, and it's no surprise they can't wait to get the rep off the phone. I review scripts all the time that essentially read the company's brochure to the prospect the moment they reach them.

You can turn that around and sound so much better by briefly delivering your presentation and checking in with your prospect. Try things like:

a. Briefly _________, the reason I'm calling is that we've been working with many companies like yours, and I just wanted to see if we could help you as well. Can I ask you just a couple of questions to see if we'd be a fit for you?

b. __________, you probably get a lot of calls like these, so I'll be brief. I'll just ask you a couple of quick questions and if I think we can save you between 15 to 20% I'll let you know and, if not, we'll part friends, is that OK?

Get the idea?

#4 - Make a connection. This is one of the easiest of all and it's a great way to get your prospect talking. All you do is find something that you know is affecting your other clients (like new laws in their industry), and ask how it's affecting your new prospect as well. Try:

a. "You know ________ a lot of my clients have told me of the changes they are having to make because of (the new law/change in regulation, etc.), how is that affecting you?"

b. "__________ what are you planning to feature at the September trade show?"

By addressing something that they are dealing with now, you can instantly make a connection and get valuable information. Warning: you have to fit this in after you've established rapport, and you have to address something that is relevant to them.

#5 - Listen more. This may not sound like a way to sound natural on the phone, but believe me, it's probably the most important of all. Because most sales reps are so busy talking at their prospect, they usually lose them at the beginning. In most cases, the prospect has turned off and are just waiting for an appropriate pause to get rid of the rep.

By listening you actually create space for your prospect to speak (and to think), and because of that you are allowing the conversation to flow. When you give the prospect a chance to get their thoughts and feedback out, they feel comfortable with you, and that is the best way for the conversation to unfold naturally. Hit your mute button after you ask a question and count three 1000's if you're having trouble remaining quiet.

There you have it - five easy ways to avoid sounding like a telemarketer and ways to sound more natural on the phone. The good news is that they are easy to implement, and, once you do, you'll make more connections and you'll feel more comfortable on the phone. And this will come across to your prospects and you'll end up qualifying better leads and making more sales.

Mike Brooks, Mr. Inside Sales, offers free closing Scripts, and a free audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. Learn more at http://www.mrinsidesales.com/

Overcoming the Price Objection

Sales trainer Mike Brooks is an expert on inside sales, and often shares phone scripts that have worked for him and his clients. Today he shares his favorite script for overcoming the dreaded price objection.

Have you ever been on a close with a prospect who is objecting to your price, even grinding you to lower it, and yet is still on the phone with you?

Have you ever had someone complaining about how your price is too high, about how they can get it cheaper with a competitor, and yet is still not buying from them? Instead, he's still arguing with your price??

If any of these things has happened to you, then I've got the perfect script for you. Use this:

"___________ you can always get it (your product or service) for less money. Heck, we could do a Google search right now and I'll bet we could come up with a few different options that are even cheaper than what you're telling me you can get it for now. The question is - why aren't you going with them? Isn't it because there comes a time when price isn't as important as the loss in quality, service and results?

And that's why our clients keep doing business with us. When you begin getting (the results of your product or service), you'll also understand why our price is worth the value and results you get with us. You can always get it cheaper, but you can't get our results that pay for themselves over and over again. Let's do this...(suggest starting with an introductory package)."

This script works because it says exactly what you're thinking - "If you can get it cheaper somewhere else, then why aren't you going with it?"

The reason they aren't is because they are sold on your solution, but they just want to grind you for a lower price. And why not? Most sales reps (the other 80%) often cave in and lower their price.

But not the Top 20%.

They know that if someone is on the phone talking about their solution, then there is some real interest. They know not to drop their price, but rather, they know to build value. And you should, too.

The next time you're dealing with a prospect who is complaining about the price, or telling you they can get it for less money elsewhere, then use this script before you drop your price.

It will work, and you'll make more money!

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

New Email and Voice Mail Secrets Proven to Work

Often times, the waiting is the hardest part. You've made calls and sent emails, and now you're waiting. Ugh! Thankfully, sales trainer Mike Brooks has some ideas that will definitely shorten that waiting period. Read on and let us know what you think!

Last week I spoke at the first Los Angeles chapter meeting of the AA-ISP (American Association of Inside Sales Professionals), and it was great. What I especially liked about it was that it gave me and all those in attendance the chance to share current techniques and skills that are working in today's business environment. Networking in this way with other professionals who are struggling with and overcoming the same problems as you is how you come up with new and fresh ideas that not only work, but that make you better in the process.

The topic I spoke on was how to leave voicemails that get returned, and after my talk we had a discussion on what was working for people. This voicemail discussion led to what was working for emails as well, and I think we all got some really valuable ideas on what gets the most responses. Here they are:

Voicemail:

The most effective voice mail message was a short, somewhat vague one, but the person who shared it said she gets the most amount of call backs from it. It goes like this:

"Hi _________, I saw your profile on LinkedIn and I think it might make sense for us to talk - please give me a call back when you get this. My name is ______ _______ and my number is (your number)."

That's it! We all agreed that the reason this works so well is that it gets people's curiosity up. People wonder what it could be about and then call back. You would, wouldn't you?

The next is an email message that was shared and it had a great subject line and a good message that gets a smile. The person who shared this said that she uses it for prospects she's already sent her information too and for some reason they aren't responding to her calls. Here's what she does that almost always gets a response:

Subject line of her email is: "Should I stay or should I go?"

Great subject line from the title song by The Clash - you probably know it and are already singing the song in your head... And here's the body of the email:

"_________ I haven't heard back from you and that tells me one of three things:

1) You've already chosen another company for this and if that's the case please let me know so can I stop bothering you,
2) You're still interested but haven't had the time to get back to me yet.
3) You've fallen and can't get up and in that case please let me know and I'll call 911 for you...

Please let me know which one it is because I'm starting to worry... Thanks in advance and I look forward to hearing back from you."

Are you smiling again? It's no wonder that people respond to this. Besides making someone smile, what I like about this is it gives prospects a way out. It lets them know that it's OK if they aren't going to move forward with you, and as I've written before, it's better to know in advance than to keep chasing and begging.

Also, in some cases people really are still interested and using this approach will get them to let you know that, too.

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

We Already Have More Business Than We Can Handle

Sales trainer Mike Brooks is an expert at dealing with objections - today he handles a difficult one - "We already have more business than we can handle."

Clients use all sorts of objections, but sometimes I think this is their favorite. I mean, how can you argue with someone who tells you they don't need what you have to give them because they already have enough of it?

Well, let's face it, nobody has TOO much of anything, especially business, and while 80% of your competition get blown off when they get this objection, the top 20% know what to say.

After you read and adapt the three closes below, YOU'LL know what to say, too!

Response #1:

"I know that feeling; I do too! But for some reason, my boss wants to keep it that way so he thinks it's a good idea to continue to market and introduce others to our products and services. And it's the same way for you as well. Momentum is great, but if you don't keep it going, it will first slow down, then it will stop.

Here's what I recommend: Let's get you started with the (package/solution) as it is, since we both agree it will keep your business coming. And then after the 6 month trial period, we can reassess. All we need to do to get your started is..."

Response #2:

"And ________ I know that the reason you have so much business is because you have the foresight to invest in (your kind of solution). It's actually a pleasure to work with clients like you because I know you already understand the need for this kind of (product or solution).

And because you already know the value of this, I'm going to recommend you start with us on the professional level that allows you to leverage your way into our top position. That's only (X amount). How do you want to handle payment of that today?"

Response #3:

"That's a nice position to be in. And to make sure you stay that way, I'd recommend starting with our mid-level position. That way you'll get X amount of (leads/results) and so won't overwhelm yourself. If you find your other (companies offering some similar solution) starting to slip, then you can simply transfer that part of your business into your account here.

What I recommend is that you start with (X amount/position) and then increase it over time as you need to. What is the best way for you to handle this start up account?"

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

How to Write Emails That Get a Response

Email is the go-to form of communication for many business people - which means you need to be putting your best into every one you send. Sales trainer Mike Brooks shows you how!

I don't know about you, but my email open rate is going the way of voicemails - rarely listened to, and quickly deleted. What I've found, however, is that there are some techniques that can give you the best chance of getting your emails read and even responded to, but you have to be very specific in the way you construct them.

Follow these six email secrets the next time you write and send an email, and you'll be on your way to the kind of response you used to get - and the kind that will lead to more business:

Email Secret #1: Use the prospect's first name in the subject line. Think about it: what is everyone's favorite word? Their first name! Have you ever been in public before and heard someone call out your name? You automatically turned around and were receptive and ready to respond until you saw they were calling someone they knew.

You can get your prospect's attention the same way by putting their name in the subject line of your emails. To start with, doing so will distinguish your email from the hundreds of others your prospect gets, and because we are all drawn to our own name, it will draw your prospect's eyes to your email like a magnet. This is the very best way to get their attention and a great way to get them to read more.

Email Secret #2: Customize the first few lines of your email as much as possible. Many people preview their emails by reading the first few sentences in their email program before deciding to read the whole thing, so concentrate on writing a short and value laden opening that is addressed right to them. Something like:

"Hi Barbara, Mike Brooks here with HMS software. I've got some ideas about your networking issues for your new office that's opening in Houston next month. I think you'll find it useful if we talk."

Again, keep it short, customize it to what you know they're interested in and provide immediate, specific value to them.

Email Secret #3: Keep your email short and easy to read! Nothing will turn your prospect off more than long, information packed paragraphs. Their eyes will glaze over and they will hit the delete key faster than it took you to hit the send key!

Don't let any of your paragraphs be more than three sentences, and if possible, make them just two sentences. Recap the major ideas in short phrases, and make sure to engage your prospect by asking questions. An example would be:

"Hi John, I was wondering if you were still having trouble recouping all the available cash from your current collection program? If so, you'll want to speak with me about our new itemized IT solution.

I've got some time next Tuesday or would later in the week work for you? Please let me know either way. You can see more info here (your website address).

If I don't hear from you, I'll follow up with a call next week."

Email Secret #4: Ask for a return response - whether they are interested or not. This is a great way to end your email and a good way to get a response. Just think about how nice it will be to finally take someone off your list who isn't going to do business with you, and also how great it will be to find someone who is!

Simply thank them in advance for their consideration and let them know that you're looking forward to their response on this - either a yes or a no.

Email Secret #5: Promise to follow up by phone if they don't respond. Let them know that you understand they are busy, and that if you don't hear from them, then you'll follow up with a call in a day or two.

This really increases your response rate and you can be happy when you get a "not interested" response. These prospects just disqualified themselves and saved you a lot of time and energy!

On the other hand, there will be others who don't respond and they become your follow up leads.

Email Secret #6: Proof read your emails before you hit the send key. Because your prospect can't see you, they only have your writing sample to judge you on, and if it's filled with misspellings and poor grammar, what kind of impression do you think this makes?

It only takes a minute to proof read your emails, and I'll tell you now I'm always glad I did. I almost always make them better, and when I hit the send key I know I've sent out the best message possible. Doing so allows me to make the best impression, and this once again separates me from my competition.

So there you have the six secrets to writing effective emails. Believe me, following them will give you the best chance of getting through to decision makers and getting responses that will give you an understanding of where you stand. That's a whole lot better than chasing and wondering, isn't it?

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

The Quickest Path to the Top 20%

Sales trainer Mike Brooks is an inside sales expert who teaches his clients how to get in the top 20% at their company. Sound like something you're interested in? Read on!

What's one of the biggest differences between the top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker.

All this does is identify them as another pesky sales rep trying to sell something the prospect doesn't want.

The top 20%, on the other hand, have found that by being honest and real - I call it "Straight Selling"- they not only differentiate themselves from their so called competition, but they are also able to make a real connection and so establish the kind of rapport that is crucial for any sales transaction.

Here are a couple of scripts you can use to begin practicing straight selling:

If while cold calling your prospect says they are not interested, use this response:

"I don't blame you_________, you've never heard of me and you don't know what my company does or how it can help you. I'm sure you get sales calls all the time, but I'm also sure that sometimes a call turns out to be truly worthwhile. This happens to be one of those calls..." (Now provide a benefit, or ask a question)

If you reach an assistant and are told they will take a message, say:

"You know ________, I'm sure you work closely with _______, right? Great. Listen, I'll be honest with you - I don't want to bother you by calling and calling trying to reach ________, so let me tell you why I'm calling and you can tell me if you think this would be something he'd be interested in hearing more about..." (Now ask qualifying questions to see if they'd be a fit)

If your prospect is avoiding you after you've sent info, or is putting you off, when you finally reach them try:

"________I'm glad I finally reached you, and let me ask you something and please be honest with me - I've tried to connect with you several times, and the timing just never seems to be right. Level with me - is this just something you're not really interested in at this time, or do you sincerely want me to schedule another time later to go through this with you. You tell me..." (Now shut up and listen to their response)

As you can see, these straight selling techniques will not only give you the respect you deserve, but they will separate the buyers from the non-buyers. And that is one of the most important top 20% techniques of all.

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

I Hope You Don't Open Your Calls This Way

Because you only have a few precious seconds to make a connection and establish interest, you'd better have a good opening prepared in advance. Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want to talk to you? What can you do to separate yourself from all the other calls they get?

The answer is that you have to establish a real connection with your prospect and stop sounding like all the other sales reps who call them. Here is what your competition usually sounds like (I hope you're not doing this!):

"Oh hi Mr. __________, this is _______ _______ with the MLT Group. __________, we are an industry supply manufacturer and we help companies streamline their production process. We work with many companies in your field and save them between 10 to 15% on the cost of their storage and delivery process. What I'd like to do is ask you some questions to see how our process may save you that kind of money as well. Where are you currently getting your..."

Do you see how this opening makes no connection with the prospect? Do you see how it just starts pitching at the prospect and doesn't acknowledge that the prospect might be busy, or not interested? Do you see how there is no rapport built here and how it's a one sided conversation? How do you feel when someone barges in on your day and starts in with a pitch like this? You're probably thinking what most prospects are thinking: "How do I get this sales rep off the phone?!"

Now let's look at the right way to open your call. Your goal in the first few seconds is to make a connection and get them to interact. You have to acknowledge that they may be busy or that you respect their time and you need to establish some rapport and separate yourself from all the other sales reps calling them.

Try this:

"Hi ________ this is _______ _______ with (your company), how's your Tuesday going? Great. Listen, _______, I know you probably get a ton of calls so I'll make this brief.

Let me ask you, if I could show you a better way of tracking and shipping (or) and save you money doing it, would it be worth spending five minutes with me next week to show you how?"

Or,

"What is the one thing you could change that would have a dramatic impact on your productivity and that would save your company money?"

Or,

"If you had a magic wand and could change one thing about how you currently do (their business), what would it be?"

Can you see how this quick questioning approach is more effective than what you may currently be using now? Eighty percent of your competition still barge in on their prospects and open their calls up with a long explanation about what they do and what they offer, and pitch their products and services without checking in with their prospects or establishing any kind of connection. No wonder most people brush them off the phone!

You can separate yourself from this group instantly, starting today, by using the opening technique above. Once again, adapt it to fit your product or service, and then practice it until it's natural and easy for you to use. As you do, you'll begin to notice yourself struggling less, making more connections with interested and qualified buyers, and you'll have more confidence and feel better about yourself. Just like the top 20% do!

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

I Can Get a Better Deal Elsewhere

Let's face it -- today's business world is competitive. Besides the normal objections you get (no money, price too high, need to talk to, etc.) a common objection that blows out 80% of your competition is, "I can get a better deal elsewhere." This frustrates a lot of sales reps and takes thousands of dollars of commission out of their pockets. Today sales trainer Mike Brooks shows you how to deal with this objection.

The top 20% also get this objection but are prepared for it and know how to overcome it. Here's what they do:

First, they recognize that if someone says that they can get a better deal elsewhere, it means one of three things:

1 -- They're wrong (in other words, they think they are getting the same thing you're offering, but they're not).

2 -- They're just putting you off and using this objection as a smokescreen.

3 -- They really can get a better deal.

In order to find out what your prospect means, offer to help them determine if they really are getting a better deal by questioning and comparing every component of it. Use this script:

"Bob, my customers tell me this all the time, and sometimes they genuinely can get a better deal, but a lot of times they can't. I'll tell you what I'll do. I'll go over each item you've been quoted by this other company, in other words we will compare apples to apples, and if everything is equal I'll see if I can do even better on that. If I can, you'll get an even better deal and if I can't, I'll tell you so. Either way, you'll win. Now, do you have that other quote in front of you?"

Then simply go over each item to make sure everything is equal. Often times it's not and you can point this out. And if it is, you still have a chance to win the deal. If they do have a better deal, then build the value of having you as their sales rep and try to close the sale anyway. Either way, you'll win.

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you're looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: www.MrInsideSales.com.

5 Things I Learned in 2009

It's early in the New Year, so in my mind a little reflection is still important to get the year started off right. Today sales trainer Mike Brooks shared what he learned in the past year - and how you can use what he learned to jumpstart your sales in 2010.

Here are the 5 things I learned that contributed the most to what turned out to be my most profitable year in consulting yet:

1) I created a specific monthly income goal, reinforced it with a written affirmation card, and spent time each day visualizing and feeling as if I'd already achieved the goal and earned the income.

This was without a doubt the most important thing I did. The key was that I didn't know where the clients were going to come from, and I didn't have to - that's the universe's job. All I had to do (and did!) was set the goal and feel the feelings. This is the most powerful skill you'll ever develop.

2) I worked harder than I've ever worked in my business. I made a commitment to double my work time and that included cold calling on Friday afternoon, too!

I suggest you do what I did (and will do again) and make sure you write your calls down - track your effort. It will keep you honest, keep you focused, and give you a chance to measure your progress and success.

3) Qualify out the shoppers and tire-kickers. I didn't waste time with the non-buyers. This year I was even quicker (and believe me, I'm tough to begin with!) to disqualify out the non-buyers. If they weren't committing on my training programs, or if they were hesitating, I let them go. Period.

4) I was "of service". This year my attitude was constantly one of "What can I do to help this person or company?" I went out of my way to please, and it paid off. I recommend you go out of your way to help your clients and prospects - they'll feel it and respond.

5) I nurtured and cultivated my relationships. This year I found a way to keep in touch with my clients, to help them feel appreciated, and got them to love me more than they already do.

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

How to Build Relevant Rapport

We all know we need to build rapport with our clients, especially when selling over the phone. But did you know that the typical schmoozing and small talk we're all told to use really isn't the best way to go about it? Today sales trainer Mike Brooks shows us how to build relevant rapport.

"If you want to truly connect to your prospect and build the kind of rapport that will actually influence and lead to a closed deal, then you need to learn how to build what I call, 'Relevant Rapport,'" says Brooks. "Relevant rapport means taking the time to talk about the issues your prospect is going through or what they're trying to solve, and then expanding on these relevant issues and letting them know you understand exactly what they're trying to accomplish and explaining how you are uniquely qualified to help them."

Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they will do business with you. So, how do you build relevant rapport? You start by asking questions related to their specific work related situation.

For example, instead of asking:

"So where did you go on vacation?"

Ask:

"Now that you're back from vacation, I'll bet you've got lots to catch up on. How can I help you?" Or,

"You're probably buried now that you're back on vacation. I'd be happy to refill your normal order from last month and take that bit of business off your plate. Would that help you?"

Instead of asking:

"Are you excited about the upcoming football season?"

Ask:

"As we head into the fall, what are your top three priorities for increasing revenue?"

Then layer by asking:

"You know _________, I'm working with another client who is facing the same challenge this quarter. What I proposed for him is to (then explain your solution). Do you think that might help you as well?"

The point of relevant rapport is that your prospect will like you more and trust you more if you show an interest in their problems related to business, rather than their problems outside of business. Just remember that your prospect is under just as much pressure to do their job as you are to do yours. Who would you be more interested in talking to - a prospect who wants to talk about the latest diet, or a prospect who wants to place an order? Thought so.

I challenge you this week to go out and begin connecting with your prospects on issues related to what they are doing for 8 to 9 hours a day - trying to get their jobs done. When you can show them how to do that better, faster or easier, then you will have truly made the connection with them that counts the most. That's what building relevant rapport is all about.

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to double your income selling over the phone, then sign up to receive your free tips now at: www.MrInsideSales.com.

A Simple Lesson From the NFL to Close More Business

The NFL Football Season is underway, and sales trainer Mike Brooks couldn't be happier - he loves the sport, and what he learns from it about performance and being the best. Read on for some great advice that will help you close more sales - touchdown!

"I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs - former cornerback with the New England Patriots," says Brooks. "He was talking about how much respect he had for head coach Bill Belichick."

He said, "Early in my career, Bill called me into his office, and we sat there - for a long time - studying film. He taught me to look for the simple things, and not to make football so complicated. I got better. I was with one of the best coaches of all time, and he helped me become a better player."

In sales, too, you can become a better producer if you concentrate on the simple things and doing them better. Here are two things you can do starting today to increase your closing ratio and make more money:

1) Keep a record of the reasons your prospects don't close and then concentrate on qualifying these issues up front with future prospects. This was one of the simplest and most effective habits I developed to get better.

I kept a notebook with all my prospects in it and every time they didn't buy, I'd put in red ink the reason why not. I even boiled it down to three codes: NI, for No Interest; NM for No Money; and NC for Not Controllable. Throughout the weeks and months, I'd go back through my notebook and look for patterns and ask myself, "What do I need to focus on during the qualification stage?"

If too many prospects were not buying because they simply weren't ready to buy right, then "No Interest" needed to be addressed on the front call. I'd start by asking more questions like: "Prospect, if you find that this would work for you, what is your time frame for moving ahead with it?"

And so on. Bottom line - if you don't get it right on the front end then you'll never increase your closing ratio.

2) Ask for bigger orders on every close. Oh I know, you've heard this before, right? But how often do you actually do it? So many sales reps are afraid to ask for too much and are just happy to get a minimum order. I know because I used to be that way.

My career turned around when I began asking for big orders on every single call. What I learned is that you never know how much a person or company can handle. You can always go down (in price, quantity, etc.), but you can never go up.

The truth is, it's all the same amount of work anyway, so why not ask for 2 times, or 3 times the minimum order and see what you get! If only one in ten of your prospects buy the increased amount, how much more money would that mean to you?

The fun part about consistently asking for more is that you'll end up getting more - and every time you do, you reinforce the habit to do it. As soon as you get a taste of closing bigger deals, you begin looking for and expecting them. Try it and you'll see for yourself - it's one of the simplest things you can do to make a lot more money.

So there you have it - two simple ways of closing more business and making more money. Just remember, as you're reading this the NFL players and coaches are working on the simple things to improve. You should be doing so, too!

Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm

Summer Sales Tactics

I know...it's summer and people are out of the office, no one's spending any money, and you may as well not come to work because you won't make any sales anyway - right? WRONG! You can make sales in the summer - you just have to make a few adjustments. Here are a few from sales trainer Mike Brooks.

Make more calls before noon. In summer, most people can't wait to leave the office and enjoy the sunshine while it's here. It's a proven fact that during summer most of the work, and attention given to that work by employees, takes place during the morning hours.

You need to capitalize on that workflow energy and dedicate yourself to making as many of your calls as you can before noon. That doesn't mean you stop calling after noon, but try to put off your other activities like paperwork, quotes, etc., until later in the day and do the bulk of your calling in the morning.

Also, try to make an additional 5 calls per day. If you can accomplish that, you'll put in over 315 additional calls this summer. That, combined with morning calls, will pay off for you big time.

Be prepared to talk vacation. Need an instant rapport builder? Ask your prospect where they are vacationing this summer and then let them talk! Did you notice that I used an assumptive question here? I didn't say to ask, "Are you taking a vacation this summer," rather ask "Where are you vacationing this summer?"

After you listen and ask some questions about their vacation, it's time to get back to business. Try a good transition sentence like, "You know _________, many of my clients are taking vacations as well and they are making sure to get all the business done that they can ahead of time so they can relax and enjoy their time off. I'm taking orders now for (your product or service), how many (your product or service) do you think you'd like to order before you leave?"

Adapt that script to fit your selling situation, but use it after talking vacation - you'll get more orders than you think.

Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm

The Five Secrets to Effective Time Management

During hard economic times it is often prudent to take on more responsibility at work to show how important you are to the company. But that shouldn't mean you're at the office 12-13 hours a day. So how do you get everything done in a normal time period? Use these time management techniques from sales trainer Mike Brooks to fit more into your busy days.

Secret #1 - Identify the two most important things to do each day, and then do them. Identifying these priorities is actually easy. Each night before you go home, make a list of all the things you need to do the next day. Once that list is completed, ask yourself, "What two things, if completed, would have the biggest impact on my bottom line?"

Once you've identified these two items, make them your top priorities for the next day and commit to getting them done. Unlike most people who struggle with many conflicting activities that rob them of their time, by adopting this one habit, you'll move into the top 5% of all business executives and managers.

The most effective executives and business owners are "doers" and the way they are able to accomplish great things is they have the ability to identify the important things and they commit to getting them done.

Secret #2 - Start each day with your top two priorities and work each one through until it's completed. Then cross it off and complete the next one. Resist the temptation to multitask other activities while you're working on your priorities, and don't start the next one until you're done with the first one. Working each one through to completion is the key.

This builds momentum, a sense of accomplishment and empowerment, and most importantly you'll actually be getting your important priorities done each day.

Secret #3 - Start with your most important (or most difficult) priority first. Accomplishing one or two important tasks always leads to more success -- and always frees up the most energy. Once those "mountains" are out of the way, you can easily and more enjoyably take on your other tasks of the day.

Most people do the opposite: they put off the hard (and most important stuff) and get caught up in the time robbers. This is a sure recipe for feeling overwhelmed. Do the opposite -- start with the hard, and watch your day get easier!

Secret # 4 - Group your other activities. Paperwork, checking e-mail, checking voicemail, etc., are incredible time drains. The worst thing to do is to keep checking them every few minutes. Make a schedule - perhaps after you cross off a priority you allow 15 minutes to check these things and then go right back to your next priority. Paperwork and other non-essential activities especially are best grouped at the end of the day.

Although these things seem important (and some are) don't keep getting tangled up in them. You must stick to your top two priorities (like 2-3 hours a day spent cold calling -- a top priority that pays for itself many times over). Grouping your activities allows you to get all of the other 'stuff' done but not at the expense of your priorities.

Secret #5 - Prepare your next day the night before. Before you leave the office, make sure you have your written list of priorities and grouped activities timed and written down. This helps you stick to a schedule when you get to the office, and that's another secret of effective time management.

It also allows you to get more rest because you're not worrying about or planning your day as you're trying to fall asleep at night.

Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm

Handling the Economy Objection Once and For All

The economy is a factor in everyone's business decisions these days - and if you're not addressing it right away with your prospects, then you're costing yourself time and money. Sales trainer Mike Brooks has some advice for you to work the topic into your conversations with prospects - so you can move on with them, or someone else who's ready to buy.

"Here's the bottom line: It's your responsibility to qualify out any economy, price, budget objections on the front end call so that these objections don't come up during the close," says Brooks. "If you're still getting these objections later on, it means you didn't "disqualify" out the non-buyers - which are what you're dealing with when you get this objection."

"It doesn't mean they aren't ever going to be buyers, it just means they aren't going to buy now. And you need to know that in the beginning and not send any information or demo out."

Here are some questions to ask to identify who will and who won't use the "We're just going to wait until the economy gets better" objection. During the qualifying call, make sure and ask any of the following questions by working them into your specific sale:

"A lot of companies are taking advantage of this (your product or service) now that the economy is slow - do you think the time is right for you, too?"

"Given what's happening in the economy right now, do you still see yourself (or your company) moving forward with this now?"

If they say they don't know, then layer it with:

"When do you think would be a more appropriate time for you?"

Also, ask:

"How are you doing in this economy?"

Layer:

"Are you still going to be able to participate in this if we can get you the (price, rate, deal) we're talking about here?"

Ask:

"__________, many of our clients find that this (your product or service) is still important regardless of what is happening in the economy - is it something that you still have in your budget?"

"The bottom line is that it's up to you to eliminate any budget objections before you get into the closing arena," says Brooks. "And you'll do this by asking these types of qualifying/disqualifying questions in advance. Start using them today and watch as your closing ratio goes up, and your frustration level goes down."

Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm

How to Use Layering Questions

When first speaking with a new prospect, you want to find out as much about them as possible. They have all of the answers as to why or why not they will buy. It's your job to uncover them so you can make the sale. How do you do that without sounding like you're playing 20 Questions? Sales trainer Mike Brooks is an expert on scripts, and believes layering questions are an essential part of them. Read on for his advice on layering your questions to get the most information as possible.

"Only the top sales reps use layering questions, and the reason they are so valuable is because they get your prospect to go a little deeper into an area of interest they have, or in an area of concern," says Brooks. "By scripting out and using layering questions, you will be able to fully understand what is driving your prospect to make a decision, and/or why your prospect might not be ready to do business with you."

Here are some examples from Brooks of layering questions you can use during the prospecting phase to learn who and what is motivating the buying decision:

When qualifying to find out who is involved in the decision process, you're going to start with a nice assumptive question like:

"Besides yourself, who else is involved in the decision process?"

And when they say their spouse, manager, or boss, etc., you then layer the question by asking:

"And what do you think they would do?" Or, "What direction are they leaning in regards to this?" Or, "What do they usually do in this kind of situation?"

You can also use layering questions to expose objections before you get ambushed by them when closing:

If your prospect is looking at other vendors, ask:

"Tell me __________, who else are you looking at in regards to this solution?"

Then follow up with these layering questions:

"And which companies look good to you so far?" Or, "Who are you leaning towards right now?" Or, "If you had to make a decision today, who would you go with?"

And then ask, "Why is that?"

"You must listen carefully to each response you get because your prospects will often reveal the objection that is going to kill your sale later on," continues Brooks. "Top 20% reps would rather know this information now rather than send out their info, go through the trouble of trying to track them down, go through a long presentation, and then get the no."

"Layering questions are effective, powerful and easy to ask. If you want to get instantly better, then use the two above (or adapt them to your sale), and begin to write more of your own."

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.

Five Ways to Keep Your Momentum

We're halfway through the first month of the new year - how are your resolutions holding up? It's easy to slip into your old routine, maybe one less call, or leaving a few minutes early. Unfortunately, doing that for the next eleven months won't get you to your quota for the year. Mike Brooks, Mr. Inside Sales, has the tips you need to keep up your momentum - through January and beyond!

Follow these Five Keys to Top Performance from Brooks and you'll succeed:

1. Make Sure You Have Monthly/Quarterly Goals: Most people have short-term goals, but few people actually have goals that go all the way to December 31st. Do you? If so, then do you have a definite production number for the end of each quarter, and are your monthly revenue goals in alignment with them? If not, then start by identifying those this week.

Next, make sure and write them down and keep them visible in your workstation or, if you're a manager, in your sales room. Everybody must know what the overall goal is...

2. Bi-Weekly Goal Assessment: Most people who actually set goals skip this important step - you must check in on and reassess your progress at least every two weeks (some say weekly). The problem with most people is that they see they are never going to reach their first or second monthly goal and so they just give up and go back to their old performance.

The Top 20%, on the other hand, are constantly adjusting their strategy, their approach and even their goals to match their performance. You need to do this as well!

3. Planning Your Improvement: What are you going to do each month and each quarter to get better? I'm talking about improving your basic sales skills. What books are you going to read? What sales training courses have you signed up for? What new scripts or techniques are you going to implement each day or week to improve? 80% of sales reps and companies have no plan.

If you fail to plan, then you plan to fail. Training is crucial and learning and using proven, successful sales techniques is the only way you'll get better. What is your plan for improvement over the next 12 months?

4. Record Yourself and Commit to Improving: If you're not aware of what you're doing wrong (and right), then you're not going to improve. This remains the single most important thing you can do to improve every month and every quarter.

When was the last time you or your team recorded and listened to your calls?

5. Listen or Read Something Positive Everyday: I do this every single day, and the people and companies I work with do this as well. Let's face it - after hours or days of getting turned down in sales, you can get a little down. The question is, "What are you doing to pump yourself up every day?"

"We all need to eat every day, and we all need to feed our attitudes as well," says Brooks. "We all need to be reminded of the positive side of things, and, just like food, you need to feed your attitude every day. What kind of plan do you have to keep your attitude up every day? I have a reading and listening library lined up to keep me motivated and pumped up for the next 12 months - do you? If not, then start building one today!"

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.