How To Overcome the Smokescreen Objection By Mike Brooks

Have you ever answered an objection from a prospect only to be given another one that was completely unrelated to the first one? And then after you battled your way through that one, you got another, then another?

If you've been in sales any length of time then I'm sure you have. And if you still don't know how to handle and even avoid that, then I know you're hating life - until now! That's because I'm going to teach you a simple technique that will enable you to avoid that common trap 80% of your competition fall into. And here's what you do:

STOP ANSWERING OBJECTIONS!

I know that may sound absurd at first, so let me explain. When someone gives you an objection, they are almost always hiding the real reason they aren’t moving forward with you.

For example, if they tell you the price is too high what they often really mean is that they can get it cheaper with their current supplier, or they aren’t really in the market right now and they’re just shopping around for next quarter, or they have already decided who they’re going to use and they just needed 5 RFP’s to comply with their process.

Answering the price objection at this point means that you are just falling for their smokescreen which is why you get another objection, and then another. If you’re sick and tired of losing control of the sale and you want to know if your prospect is real or not, then you must Question and Isolate objections you get before you answer them.

Here’s how you do it:

If your prospect tells you your price is too high, simply ask:

“I understand ___________, and let me ask you – if our price was right where you were comfortable spending, would you place your order with me today?”

Any answer other than yes means that price is not the objection. Answering it will get you nowhere. If, however, they say yes, then you get to negotiate on the price and find a way to close the deal.

Questioning and isolating objections is the only way you’re going to avoid smokescreens and close more sales. It’s a Top 20% technique, and once you begin using it you’ll be amazed at what your prospects tell you. For starters, they will reveal their real objections, and you’ll know immediately whether or not you can close the sale.
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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: MrInsideSales.com

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The Five Secrets To Writing Killer Prospecting Scripts By Mike Brooks

I've written, tested, re-written, tweaked, copy edited, composed, marketed, reviewed, and used thousands of telemarketing scripts over the last 26 years.

I've written and used opening scripts, closing scripts, prospecting cold calling scripts, warm inbound scripts, closing scripts, rebuttal scripts, trial close scripts, initial resistance scripts, blow off scripts, qualifying scripts, etc....

Bottom line? Nobody writes better scripts than yours truly, Mr. Inside Sales. Heck, I wrote the book on scripts The Complete Book of Phone Scripts. When companies and sales reps hire me to write or review or tweak their prospecting scripts, almost always I find they are saying or doing the same things wrong. In this article, I'm going to give you The 5 Secrets to writing Killer Prospecting Scripts.

Secret #1: Stop asking, “How are you today?” Believe it or not, 80% of your competition still advertise themselves as lame sales reps making cold calls by asking this over used and insincere question. Nothing identifies you more as a pesky telemarketer than opening your call with that question.

Instead, try: “Hi _________, how’s your (day of the week) going?”

Or, “Well hi _________, happy (day of the week) to you!”

These may not sound that impressive, but believe me, they work! Try it and see for yourself.

Secret #2: Stop talking at your prospect and instead ask a question so you can connect early on. Again, believe it or not, 80% of your competition start pitching as soon as they get their prospect on the phone. Compare your own script to this and ask yourself how long your first opening paragraph is. Three sentences? Four? Way too long!

You must engage your prospect right away and begin a conversation. That means asking them a question early on! Try something like (after you’ve wished them a happy Tuesday):

“__________ the reason for the call is to let you know about the service we provide with regards to your accounting procedures. Who’s handling that for you now?”

Or, “__________ briefly, the reason I’m calling is to show you how we could perhaps save you money and time with your widget process. I was told that you handle that, is that correct?”

See how that goes? It’s imperative that you connect right away, and the best way to do that is by asking a question.

Secret #3: Listen and Think B-4 You Respond Next: Asking a question in the beginning not only allows you to connect with your prospect, but it also allows you to gauge their reaction. The reason 80% of your competition is afraid to ask a question is they are afraid their prospect might not be interested. That’s OK!!

The Top 20% are anxious to find out who is, who isn’t, and how much someone might be. And they do that by carefully listening to their prospect’s response to this question, and then they Listen and Think B-4 Responding. You need to as well.

In other words, don’t just start pitching again here, but rather, be prepared to vary your response based on what and how your prospect responds. In other words, listen and react to what they say.

Secret #4: Make sure you have a list of questions to ask your prospect so you can gather all the information you’ll need to fully qualify or disqualify them. You need to know the six areas I’ve written on before, but basically you need to know:

• Why they’ll buy (their hot buttons)
• Why they won’t buy (possible deal killing objections)
• Who makes the decision (how many people are involved)
• What the decision process is all about – how long, etc.
• What other companies they are looking at (who your competition is)
• Their budget

If you don’t know all of these things before you send out your demo or information or quote, then I’ll bet you’re closing less than 3 out of 10 leads sent out.

Secret #5: Make an exact appointment time to get back with your prospect. You’d be amazed by how many sales reps are not doing this! Instead, 80% of sales reps are chasing and chasing unqualified leads they can never reach again (and who never close).

Making an appointment gives you SO much information. First, if they won’t commit it tells you how uncontrollable your prospect is. And remember, “Leads never get better!” Also, if your prospect misses your appointment, what does that say about them? And, of course, when your prospect is there and waiting for your call, what does that tell you?

Start setting a definite time with all your prospects and watch your closing rate start to climb…

So there you have it – the five secrets of writing killer prospecting scripts. You can instantly improve your prospecting script by incorporating any or all of these techniques.
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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: MrInsideSales.com

-Do you have any ideas which would be helpful with regards to creating prospecting scripts that you believe would be helpful to others? Use the comments section below to share them.

Opportunities in our Tough Economy By Kendra Lee

Every day we’re hearing about how tough it is out there. Prospects won’t take calls. Budgets are on hold. And yet, I remain optimistic, seeing opportunity all around us.

While many clients are halting spending, others are getting creative and looking at their businesses from new perspectives. They are seeking ways to leverage these difficult times and evolve their own companies. They refuse to let the difficult economy stall their growth.

One client I was speaking with the other day said I must be an eternal optimist, refusing to face reality. Maybe. But that same day I had four new contacts call me.

In a recent conversation another client told me that all budgets are frozen for 2009. They wouldn’t be able to proceed with the project we had envisioned. We tabled the project, yet when we got off the phone, we had another appointment set to discuss two top priorities that just can’t wait for the budget.

What’s happening? Am I so different than you are? No! Creating opportunities is all about keeping your name in front of potential customers, listening hard during sales calls, and thinking deeply to make creative suggestions. You can do it, too.

Get Close ...
While prospecting is discouraging right now, it’s also the time to stay in front of your prospects as if they’re your best buddies. Where it used to take 9 calls to get a call back, you can be sure it’ll take many more.

Instead of giving up, plan an attraction campaign. In my opinion the most effective strategy today is a combination of phone calls, emails and simple events to catch prospects’ attention.

Focus on hot topics, relevant to their very highest priorities in the new economy. Be there when they recognize a new need they can’t hold off investing in. They’ll call you first.

Keep The Conversation Going ...
Listen for opportunities in novel areas. Your clients may be holding back purchasing your typical offerings, but in dire need of one of your lesser known solutions. When they tell you all spending has been curtailed, don’t stop the conversation.

Keep questioning and conversing. Identify their top priorities for succeeding in this strange market. As they talk, listen for unusual ways you can assist them. Don’t thumb your nose at minor projects.

Nothing is too small to get your foot in the door and show the financial return you provide. My philosophy is that small projects add up to big numbers, and I appreciate every one!

Wake Up Your Brain ...
Life has been pretty good for us sellers over the last few years. We didn’t have to work too hard to uncover our prospects’ needs. They budgeted; we spec’ed; they bought.

Maybe there was a bit more work than that, but for the most part, it was definitely easy compared to today. It’s time to wake up your brain and show your clients how you can help them save more, make more, and still grow their businesses. Get creative. Think outside your normal solution box.

I’ve had my fair share of losses just like you’ve probably experienced. But I’m not letting them get me down. Rather, I’m using today’s economic troubles as an opportunity to get creative.

One seller I work with was desperately trying to close a new phone system. The customer couldn’t justify the investment. However, during the conversation he mentioned the extraordinary amount they were spending in marketing and his desire to reduce it.

The seller realized the phone system could help track effectiveness of marketing campaigns, allowing his customer to quickly halt poor performing programs. The savings became clear to him, far outweighing the cost of the new phone system. He looked at the seller and said, “This is a no-brainer” – and bought.

We don’t know how long this recession will last. If you are staying in front of prospects, listening hard and presenting creative ideas, you’ll win regardless – and win big when the economy starts to turn again.
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Kendra Lee is author of "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, as well as subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.

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Use Testimonials to Attract Prospects and Win Sales By Kendra Lee

In today’s economy you need every advantage in your sales kit. Prospects are scrutinizing all requests for their time and each purchase decision.

You want to pass their piercing investigation but the sales tools you’ve used in recent years aren’t cutting it. You need something more, and testimonials are the answer. They can be the difference maker in not just winning opportunities but also in attracting attention in the first place.

Testimonials are your clients’ stamp of approval. They provide an independent perspective that gives prospects insight into how you work, how effective your solutions are, and the results others have experienced through engaging you.

Recently, a client we’ve worked with over the past 5 months was at a conference where I was speaking. He’s highly respected among the community and people stop and listen to his suggestions. He’s been so pleased with the sales training and consulting support we’re providing his sellers and managers, that every time he saw me, he walked up and expounded on it to the people nearby. He went on and on about his team’s comments and results he’d seen. He ended by telling people that they needed to hire us, too.

The business his testimonial drove was huge, all because of his effusive endorsement. You can get the same results by exposing your prospects to your delighted clients. They’re dying to sing your praises, and see you and your company excel, if only you’d ask.

Here are 4 Quick Steps to adding exuberant testimonials to your sales kit:

QuickStep 1: Identify those key influencers who are happy with your offerings

Everyone has access to unending stores of information about you: from your own press releases, annual reports and websites to social chatter in Twitter, Flickr, YouTube, FaceBook, iReports, Plaxo, LinkedIn, and blog postings.

Getting through prospect filters requires building their confidence in your past successes and current promises. Use your delighted customers to tell their stories, share the results they’ve experienced, and promote the value of working with you.

QuickStep 2: Capture quotes and examples, validate, and gain approval to use them

Beyond their satisfaction, current customer testimonials will help you build your credibility and protect your reputation. During client meetings and in email exchanges, watch and listen for expressions of their pleasure with a project and ask to quote them.

With emails, I’ll frequently respond to a client with thanks for their kind words, then ask if I can quote them. I’ll let them know how I want to use the quote, and if it isn’t clear, will paraphrase the quote I’d like to use.

Consider capturing quotes for email signature lines, podcasts, webcast stories, article bi-lines, press releases, blogs, and social networks as you use them.

QuickStep 3: Integrate testimonials into your sales kit

Now that you have testimonials, don’t forget about them! Incorporate them into your selling activities throughout the sales cycle. Go beyond including them in proposals or offering them as references during the decision process. Rather, use your client’s voice and share the good word to attract and win new prospects!

Mention them in a first meeting to demonstrate credibility and create interest. Introduce a specific testimonial or two early in conversation when you recognize similarities between a client and a prospect. Use them as examples to help uncover potentially hidden needs.

The next time your prospect mentions an issue they’re grappling with, you’ll be able to say, “You know, we helped a client just like you save $x by…”

QuickStep 4: Leverage your testimonials to attract new prospects

Put a plan of action in place to maximize their power and get the message out there! Think about how you can communicate your testimonials in your prospecting activities.

Add them to emails, cold calling scripts, marketing materials, or an upcoming event. Make one or two an offer after a webcast. I often refer to testimonials during prospecting calls, picking out the results or a good quote. They become my stories when I’m delivering a webcast, and examples when I talk about how we help other clients.

Strong testimonials make prospects long to engage you – especially when times are tough and companies are cutting expenditures. They see you as the answer to their prayers. Add them to your sales kit and you’ll soon find prospects asking you to engage with them.
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Kendra Lee is author of “Selling Against the Goal” and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, as well as subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.

-What are some ways you've used or have seen testimonials used during the sales process to improve sales results?

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Don’t “Follow Up” On Your Leads! By Mike Brooks

Ask yourself this question – when you call a prospect or client back to close a sale, do you open your call up with, “I’m just calling to follow up…”? If you’re like most sales reps (80% or more), then I’ll bet you do, and, if so, then you’re making a big mistake because you are setting yourself up for rejection and you’re allowing your prospect to put you off.

Here are some equally weak opening most sales reps use when calling their prospects back:

“I’m just calling to follow up,” or

“I’m just calling to see if you got the information,” or

“I’m wondering if you had time to go over it.”

All of these openings (and I bet you can think of a lot more!) hand control of the close over to your prospect, set you up for a put off or blow off, and immediately communicates to your prospect that you are weak and would be happy to go away…

Want a better way to open the close?

Then do what the Top 20% do and use carefully scripted openings that give you control and that put you into the closing arena right away.

Use either of these two scripts:

Sample Opening #1:

“Hi, _______, this is ____________ calling with the ABC Company. I’ve been looking forward to speaking with you, and I’m sure you’ve looked at the information I sent and probably even have a few questions.

Do me a favor and grab that, and I’ll hold on while you do.”

This works because:

It’s assumptive

You’re in control

It overrides any initial resistance

Or try:

Sample Opening #2:

“Hi, _______, this is _______ ______ with the ABC company, how are you doing today? Great. _______, it’s been an exciting morning here, and I’ve got some updates I think you’ll be interested in regarding that (quote/brochure/information/demo) I sent to you.

It’ll just take a minute to bring you up to speed, so do me a favor, can you please grab that (quote/brochure/information/demo), and I’ll be happy to hold on while you do.”

Now while at first glance these openings may seem a bit direct and to the point, what you’ll immediately learn when you use them is they work. First, they help you identify who the buyers are and who the non-buyers are. Interested prospects will either get the information, or ask a few questions, or they will set up a time that is better for them.

Non-buyers will fight with you, become vague on setting up another time, or will flat tell you no. This is a good thing because you’ll know up front where they stand without spending all that time on a lengthy presentation.
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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: MrInsideSales.com

-What do you think of the ideas above? Do you have any particularly effective ways you begin your follow up calls to potential prospects or clients that you'd like to share?

* Order your copy of Mike Brooks' Audio Program The Secrets of the Top 20% | How To Double Your Income Selling Over The Phone...


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Sales Training: Use Positive Imaging to Boost Sales By Mark Bowser

One of the most powerful techniques for reaching your sales goals is known as positive imaging or positive visualization. This is how it works. You visualize your sales goals and dreams in their perfected form as if you have already achieved them. This technique helps bring into your life the actualization of those goals.

Why does positive imaging work? Positive imaging works for three reasons. One, what we focus on most will draw us toward it. In other words, the things we think about most will ultimately influence us to take actions toward those things. Two, our minds can’t distinguish between reality and an imagined reality. Three, it has been proven scientifically that by using positive imaging the same portion of the brain is stimulated as if you were actually participating in that event. This is very powerful. A person can gain valuable experience for an event through positive imaging.

Dr. Norman Vincent Peale has written a tremendous book titled “Positive Imaging.” In this book, he tells a story of a young boy who discovered himself and his potential through positive imaging.

This little boy grew up in Cincinnati, Ohio. It was a very cold winter morning and young Roger was walking down the street. He came upon a huge building which had a large plate glass window facing the street.

Roger peered through the window. He was fascinated at all the activity going on inside this building. This building was the home of that great newspaper The Cincinnati Enquirer.

Just then, a big rough-looking man caught the young boy’s attention. The man was sitting behind a desk in the center of the room. The desk had papers scattered all over it. Papers were even on the floor. They were editorials for the newspaper. The man wore a green visor that was shading his eyes from the bare light bulb hanging above his head. He had an ugly unlit cigar sticking out from between two withered-looking lips. Somehow, Roger knew this man was in charge of what seemed to be chaos going on inside this building.

About that time, a police officer was strolling past Roger. Roger excitedly called out, “Officer, officer! Who is that man in there... the one with the cigar and the visor?”

The officer humored the young boy. “Him? That is the editor of The Cincinnati Enquirer.”

The boy was transfixed by this editor. He watched this man intently for quite a long time. Finally, Roger went on his way. He looked exactly as he did before but somehow he was different. He didn’t notice the cold anymore that had previously been ripping through his tattered hand-me-down clothes. He had a vision going through his mind. The vision was a replica of what he had just seen back in that window but with an important change. It was thirty years in the future and he was the man sitting in the editor’s chair.

That evening, Roger prayed to God to help him reach his dream. He then visualized his dream again. He did this night after night after night combining positive prayer with positive imaging. By doing this with God’s help, Roger released tremendous power and focus into his life. As a result, Roger reached his dream. You see, Roger Ferger not only became the editor of The Cincinnati Enquirer, he became its publisher and owner too.

Positive Imaging is a tremendous exercise of faith that has the mysterious power of helping you reach your sales goals. I cannot think of a situation in life where positive imaging would not help. Try it! I am confident you will become a believer in this exercise as well.

I would like to invite you to receive my seminar "The Keys to Empowered Leadership" on MP3 download free when you sign up for our Free Take Action Sales Newsletter. You can register at TakeActionSales.com.
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Mark Bowser is one of the top Sales Trainers and Speakers in the world today. He is the author of three books Power Nuggets, Unlocking the Champion Within, and Three Pillars of Success. You can visit him at www.MarkBowser.com.

-Do you ever use visualization or positive imaging to see yourself making a perfect sales or prospecting call? If not, try it! The positive effects you get from doing so might just amaze you.

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Are You a Salesperson or a Consultant? By Bill Tamminga

What salesperson doesn’t love the Glenngary Glen Ross speech when Alec Baldwin gives his seven-minute rant/pep talk to his struggling group of sales flunkies? One of his main points: ABC. A – Always, B – Be, C – Closing. Makes sense, right? Well, keep that in mind because I’ll get back to this point in a second.

There is nothing wrong with good salespeople. We need them to fill all kinds of roles – in mall kiosks, call centers, and used car dealerships across the United States. But as margins and dollars-per-transaction increase, traditional sales skills (the kind we’re taught in seminars and sales meetings) become less relevant.

One of my largest clients was an insurance company that specializes in wholesaling annuities. It was a $10 billion per year business and there was a tremendous amount of money to be made selling their products. As I spent more time with their sales staff, I saw that there was a clear distinction between the salespeople in the top 5% of the company and the rest of their peers. The difference was very clear in their earnings - $1 million per year (or more) at the top versus an average of $100,000 (or less) at the bottom.

In addition to earning more income, those at the top were more confident, more effective communicators, more polished in their appearance, and they dealt with more sophisticated clients. But those were all external manifestations of their unique approach to sales. While the those salespeople at the bottom focused on the textbook sales process and becoming experts in the details of their products, the top 5% focused on consulting.

The top 5% rarely went to a prospect’s office on the first visit with a sales kit. They never went to a prospect’s office without a preset list of qualifying questions. And they never, ever asked for business on the first visit. They simply asked questions about the prospect’s needs and desires and then shared how they might be able to help. They often left with business after their first meeting, but they never asked for it.

Following are a few more differences between the top 5% and their peers.

The Top 5%
- Thoroughly qualified the prospects before and during the first meeting.
- Listened significantly more than they talked.
- Recommended only the features and benefits that mattered to the customer.
- Focused on solving customers’ problems.

The Rest
- Spoke more than they listened.
- Explained the features and benefits of the entire product/service.
- Asked just a few questions.
- Talked through the customer, not to the customer.
- Focused on the product, not the problem.

I don’t know how many times I’ve heard sales managers use Baldwin’s classic line “always be closing.” It’s a good line and it works for salespeople who handle large amounts of small transactions. But if you want to make huge money in sales and work with companies that will pay you seven figure incomes, you’ll need to make a slight change: Always Be Consulting.
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Bill Tamminga is a sales and marketing consultant in Denver, CO. He created a marketing assessment tool for service businesses called Advanced Business Triage and is currently working on a how-to marketing book for service business owners. You can visit him at www.BillTamminga.com

-What are your thoughts? Share your opinions with your fellow sales professionals in the comments below.

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