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You are here: Home / Archives for Selling Skills / Closing

Objection: We Are All Set

February 1, 2019 By Mike Brooks Leave a Comment

We are all set

As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit from my most popular article I’ve published over the last two years. It’s no surprise it deals with objections you get while prospecting.  Study these and adapt them to … [Read more...]

Filed Under: Bottom #1, Closing, Objection Handling, One on One, Presenting, Selling Skills Tagged With: Handling Objections, Objection, objections

Why Use More Tie Downs and Trial Closes?

January 22, 2019 By Mike Brooks Leave a Comment

Why use more tie downs and trial closes

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect. Tie downs (and trial closes) serve several important functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important … [Read more...]

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Filed Under: Closing, Objection Handling, One on One, Presenting, Selling Skills Tagged With: Sales, Sales Process, Sales Skills, sales strategies

Closing Sales is Like First and Goal

January 15, 2019 By Mike Brooks Leave a Comment

Closing sales is like first and goal

Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a few weeks ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles. How they went for it on 4thdown with 56 seconds left—and scored the winning touchdown. That reminded me of what I was taught when I was new on the phone: that the sale doesn’t start until the fourth or fifth no. My manager used to tell me that it’s a like football: He … [Read more...]

Filed Under: Closing, Objection Handling, Selling Skills Tagged With: Calling, Calls, cold callin, Cold Calls, phone, Phone Calls

Gift Yourself the Power Phone Scripts

December 10, 2018 By Mike Brooks Leave a Comment

What is the one thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30 on yourself to do just that? If so, then the easiest way to do that is to gift yourself the bestselling book inside sales guide that has over 500 Word-For-Word Scripts, Phrases and Questions that … [Read more...]

Filed Under: Closing, Objection Handling, One on One, Presenting, Promotion/Advertising, Prospecting/Referrals, Selling Skills Tagged With: phone, Telephone, Telephone Calls

Asking the Right Sales Questions… The Key to the Insurance Sale!

October 22, 2018 By Jeremy Nason, RFC Leave a Comment

The Process and 3 Approaches to Conducting Financial Planning

Most of the agents and advisors we train are amazed to find out that asking your clients the right sales questions, can make such a huge difference… Not only in making a sale… But also, in the size of the sale! Why? Because asking the right sales questions is how you find out what’s important to your clients. Which also helps you to provide your clients with the right solution to their problems. Plus, when you ask the right sales questions… Your clients will tell you exactly what you need to do … [Read more...]

Filed Under: Closing, Financial, Health, Life, Objection Handling, Selling Skills Tagged With: Sales, Sales Process, Sales Skills, Sales Tips

You Have 5 Seconds to Make a Good Impression

October 15, 2018 By Mike Brooks Leave a Comment

7 Ways to More Referrals without Asking

Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. As the Internet got popular and email lost its luster, they said you had just a minute to grab someone’s attention and earn the right to continue your pitch. Then as texting became the new mode of personal communication, that one minute shrunk to about 30 seconds… These days, as even texting is being ignored, you’ve got about 5 seconds to diffuse the myriad of emotions and … [Read more...]

Filed Under: Client Acquisition, Closing, Objection Handling, Presenting, Prospecting/Referrals, Selling Skills Tagged With: Phone Calls, Phones, Telephone, Telephone Calls

Sales Managers – Measure What Matters Most!

August 20, 2018 By Mike Brooks Leave a Comment

If you’re an inside sales manager, then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports. They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what the top of the funnel looks like, what their conversion rate is, and so on. When they ask me what I think, I tell them they are missing the most important thing. Now don’t get me … [Read more...]

Filed Under: Client Acquisition, Closing, Objection Handling, Presenting, Prospecting/Referrals, Selling Skills Tagged With: Calling, Calls, cold callling, Phone Calls

The Close is in the Follow-Up

August 8, 2018 By Mike Brooks Leave a Comment

As a homeowner, I‘m always having to fix something. Those of you who own homes know exactly what I mean. I’m in the habit of getting a variety of quotes for the big stuff, and it’s amazing how some companies/sales reps follow up on a sales quote (and so get the business), and others don’t. Here’s a recent example: My air conditioning coil went out (my existing heating and air company—we’ll call them Air Quiet—quoted me $2,500 to replace it), so I decided to have another company—we’ll call … [Read more...]

Filed Under: Closing, Selling Skills, Tools Tagged With: Sales, Sales Process, Sales Skills, Sales Tips

How to Handle Paralysis by Analysis

April 19, 2018 By Steven H. Kobrin, LUTCF Leave a Comment

Reach-the-Untouchable 87% in Marketing

How many times have you had a potential sale end up in the twilight zone, where your clients will ask endless questions, and request wave upon wave of illustrations and scenarios? It happens way too often, I am sure. Some of this analysis is legitimate. There are people who are extremely analytical and require a lot of information to make a purchasing decision. They need to compare and contrast a number of options. However, at some point, this analysis reaches a point of no return. What can you … [Read more...]

Filed Under: Bottom #1, Closing, Life, Objection Handling, Selling Skills, Sidebar Tagged With: Handling Objections, objection handlings, objections

Relaxing Over Objections Could Double Your Business

December 7, 2017 By Mike Kaselnak Leave a Comment

Arouse Emtoions, Don't Sell Logic

What two crises does every sale have? Objections and “the close”. It's at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis moments to create deeper rapport with your prospect instead of the stress they normally create? When you learn to do this, you'll see an immediate doubling of your income. Am I making wild claims about income? Award-winning research scientist Dr. William R. Miller found that if a professional … [Read more...]

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Filed Under: Closing, Objection Handling, Selling Skills Tagged With: Handling Objections, Objection Handling, objections

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