Weekly (at least) postings with tips, tasks, and tools to help you stay focused on developing your telesales skills!
I welcome your comments - this is a place for us to learn from each other and share our best ideas.read more...
Why don’t I work as hard EVERY DAY as I do the week before I leave for vacation?
Short bursts of productivity are all most salespeople can handle when putting in extreme levels of focused effort.
I’ve been studying this phenomenon for almost a decade, and I’ve incorporated it into my practice for the last 5 years. I’ve developed a name for it:read more...
Resources: Links, Lists, Recommendations... top resources for you to become better at sales, telesales, and other "good stuff" for your business success!
These are some of my favorites - please send along any you'd like to share; we can all learn something new!read more...
Most inside sales organizations freak out when offered full or even half day training sessions. The unease at having people off the phone has pushed us to create shorter sessions: 15 minute quick tips, cram sessions, one-hour trainings, and more. The key is that this method must involve a series of sessions to create behavior change.
Training combined with follow through coaching is another option, proven to help individuals on your team implement new skills and ideas lickety split.read more...
How to transform fresh faces into seasoned, well-paid professionals.......Read More
Person Before Product
Everything starts with asking questions... Do you know the right questions to ask to...Read More
Develop your baseline skills while you're preparing for your turn at bat...Read More
STOP asking easy questions… expected questions… You know, the inside sales version of one that you hear walking into a store at the mall… STOP asking questions that your prospects have an auto-magic answer to. Their version of “I’m just looking” to get you to go away. Instead, craft an unexpected question… insightful question… one that makes your prospect STOP and think. Now you’re moving past the opening statement and into a conversation. CONGRATULATIONS
Many people don’t realize that gratitude in leadership changes everything! Nothing grandiose mind you, I’m talking about a truly heartfelt thank you. Next time you are thinking about what to day in a meeting -> thank the team for a job well done When you’re not sure what to say -> share what they did well Instead of noticing the bad things -> spread some appreciation. Spread a little thanks every day, you can’t even imagine the change it will
psssst – you’re not selling products and services in your opening statement. You’re selling the person on the other end of the phone on the IDEA OF HAVING A CONVERSATION… RIGHT NOW. That means you must capture their attention, getting them to stop working on what their brain was focused on as they answered the phone. Once they are paying attention, they have to believe this conversation is more important right now – than whatever they were doing before hand.
Years ago a friend of mine gave me that magnet, “Today is going to be one of those days where my coffee needs coffee.” Today, I’m TIRED and it feels exactly like the magnet says. Of course I could give in and give up. Instead I’m setting one micro-goal at a time. > intelligently respond to an email > add 3 slides to the presentation I’m working on > craft one GREAT coaching question I can use with multiple people
Here is a random list of things I’ve written down lately about opening statements: > “Is this a good time?” is a question we all know the answer to is NO, because our prospect was working on something when the phone rang… yet when rephrased to “I hope I haven’t caught you at a bad time…” prospects tend to say things like; it’s no worse than any other, what can I do for you? > I tend to use “I’m