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Mike Brooks's Articles in Sales

  • Top Ten Characteristics of Top Sales Producers (Part Seven)
    How many times do you ask for the sale during a close? Once? Twice? The number of times you should be asking might surprise you... Top Characteristic Part Seven: Be prepared to ask for the sale five times - or more!
  • Top Ten Characteristics of Top Sales Producers (Part Two)
    Last week, I wrote an article on the first characteristic of making a commitment to do whatever it takes to be a top sales producer. For those of you who are committed, you'll find your sales and confidence will instantly go up when you practice the next characteristic:
  • Top Ten Characteristics of Top Sales Producers (Part Three)
    As soon as you can, find a way to record and download your recordings for playback and critique. The sooner you do, the sooner you'll leapfrog over your competition!
  • The Top Characteristic of Top Sales Producers (Part One)
    If you will commit this one characteristic, then you will be able to live, have, enjoy and do the things that most sales people will never be able to have, enjoy and do.
  • Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part One)
    If you're struggling to get your voice mails returned, then you're not alone. Industry stats show that less than 10% of voice mails to new prospects are returned. Because of this, finding the right voice mail message, and knowing a few proven techniques, can be the key to not only making contact with those hard to reach sales leads, but also in developing relationships and getting new accounts.
  • In Sales The Most Important Thing to Say is....
    Everyone loves to be heard; loves to be listened to. Most sales people are distrusted and disliked because they are pushy and make it seem as if it's all about them. You can immediately reverse this by becoming a great listener.
  • Ten Ways to Soften the Price Objection and Keep Pitching
    The point here is not to get thrown off early in your pitch just because a prospect objects to the price. Instead, you want to maintain control, build value and get buy in during the close. And you can do this by using one of the rebuttals in this article to soften the objection.
  • Ten New Ways to Handle ... We're All Set
    Your goal isn't to try to overcome this - rather, it's to sidestep this resistance statement and get information you can use to create value and continue the conversation.
  • Ask for the Sale Five Times - At Least!
    If you've done your job and properly qualified your prospect, then chances are they actually want to buy from you. So make it easy on them by asking for the sales at least five times. Remember, the magic happens around the seventh close.
  • How to Handle the Wife Stall
    Adjust any of these scripts as necessary, but then commit to using them - they'll work for you as long as you're willing to use them!
  • Softening Statements to Get Prospects Talking
    Many of these responses are down to earth and real world responses - something you might say to a friend or family member. The more real you are, the more your prospects will feel it - and the more they'll be honest with you and reveal what it might take for them to move forward with you.
  • Five New Ways to Handle the "We're Currently Working With Someone."
    Being prepared with a few good scripts will allow you to get past this objection, and will allow you to qualify an opportunity where most other people will miss it. With the following scripts, I advise you to customize them to fit your personality, product or service, and then to practice them over and over again until they become automatic.
  • Five New Ways to Handle, "I'm Too Busy"
    Remember that your job is to earn the right to ask a few qualifying questions to see if your prospect is even worth putting on your call back list. And by using these scripts above, you'll be able to do just that.
  • Don't Say That, Say This!
    Sales is set of skills that anyone can learn. If you learn and then practice the right skills, then things will be easier for you, and you'll have more success. But if you don't learn and use the right skills, then you'll tend to wing it and make it up as you go along. This strategy is proven to lead to more frustration and less sales.

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