- How To Instantly Build Rapport (Or - The Five Best Openings)
By: Mike Brooks - Jul 6, 2009
"How are you today?" Nothing defines you as a telemarketer or salesperson more than that opening delivered in an obligatory, insincere way (the way...
- 3 Ways To Handle the Recession Objection
By: Mike Brooks - Jul 6, 2009
So your last three closes in a row blew you off with the "We're just not doing anything right now," or "We need to hold off on anything new until...
- The Key to Making Cold Calls
By: Mike Brooks - Jul 6, 2009
Cold calls - the very sound of it probably sends chills down your spine. 80% of sales reps have found hundreds of ways to procrastinate and avoid...
- How to Save a Sale
By: Mike Brooks - Jul 6, 2009
And that's when I got the old stall, "Well, let me run this by my boss, and I still have to hear back from, blah, blah, blah." Sound familiar?
- 5 Ways To Keep Your Prospect Talking
By: Mike Brooks - Jul 6, 2009
I've always said that the number one skill of a Top 20% producer is his or her ability to listen.
- How To Get The Reorder
By: Mike Brooks - Jul 6, 2009
I've been listening to recordings sent to me by companies I'm working with and a couple of things really stand out.
- The 3 Secrets of Instantly Establishing Interest
By: Mike Brooks - Jul 6, 2009
You have all heard that you have about 15 to 30 seconds to establish a connection or generate interest on a cold call, right?
- How to Listen like a Detective
By: Mike Brooks - Jul 6, 2009
When you ask a question you should never say or do anything that might cause your subject (prospect) to stop talking. The more they talk the more...
- Keeping Control of the Call
By: Mike Brooks - Jul 6, 2009
I've been listening to a lot of sales rep's recordings these days while I prepare for some custom inside sales training seminars, and I can't tell...
- Saving Gas and Selling More: 5 Secrets of Top 20% Producers
By: Mike Brooks - Jul 6, 2009
I don't have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you...
- I Can Get a Better Deal Elsewhere
By: Mike Brooks - Jul 6, 2009
Let's face it -- today's business world is competitive. Besides the normal objections you get (no money, price to high, need to talk to, etc.) a...
- 5 Ways To Improve Your Phone Skills
By: Mike Brooks - Jul 5, 2009
I don't have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you...
- Going for the No
By: Mike Brooks - Jul 2, 2009
First, I'd like to thank you all for your Ezine topic requests. I'll do my best to answer them, and generally I look for multiple requests on the...
- Learn to Double Your Sales
By: Mike Brooks - Jul 2, 2009
Sounds too good to be true, doesn't it? Stan Billue, a top telemarketing sales trainer in the late 80's, claimed that he had a sure fire technique...
- Voicemail: The 5 Golden Rules
By: Mike Brooks - Jul 2, 2009
I remember a time -- and it doesn't seem like that long ago -- when voicemail was all the rage. There was no e-mail, so people tended to honor and...
- The Five Elements of a Qualified Lead
By: Mike Brooks - Jul 2, 2009
People ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer...
- Knowing Your Numbers, Tracking Your Success
By: Mike Brooks - Jul 1, 2009
Overall, knowing how your numbers equate to your actual results and success is what each Top 20% producer thoroughly understands. You should too....
- 5 Sure Fire Ways to Overcome Call Reluctance
By: Mike Brooks - Jul 1, 2009
Have you ever sat at your desk, shuffled your leads, looked at the clock thinking that lunchtime was way too far off, and then prayed for the phone...
- The Five Secrets to Effective Time Management
By: Mike Brooks - Jul 1, 2009
These are the Five Keys to Time Management. Any one of these Keys will make you more productive, reduce your stress, and help you squeeze more out...
- Change Your Self Talk - Change Your Results
By: Mike Brooks - Jul 1, 2009
First of all, did you know that you are talking to yourself all day long? (You're thinking, "Do I talk to myself? What does he mean, talk to...
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