Mike Brooks Articles
The Three ‘Real’ Secrets of Hiring Top Sales Reps - Click To Read Article
Finding, interviewing, hiring and training sales reps costs hundreds of hours and thousands of dollars. What's worse is that you never know who you're going to get. Assessment tests can be time consuming and expensive. Want an easier way? Use these three secrets and you'll easily increase your chances of finding and succeeding with Top Sales Reps!
The Most Important Word In Sales - Click To Read Article
What would you say was the most important word in sales? Read on and you'll find out...
The 3 Secrets of Instantly Establishing Interest - Click To Read Article
You have all heard that you have about 15 to 30 seconds to establish a connection or generate interest on a cold call, right? While some may say you have even less, the point we can all agreed on is that you don't have much time and whatever you say, it had better be good!
This article will provide you with the most effective way of making that connection.
The 5 Secrets of Motivating Your Sales Team - Click To Read Article
Motivation seems to be one of the toughest areas to get a handle on. Many managers tell me that some of their reps are already motivated and don't need their help in that area (usually the Top 20%), but that the majority seem to need constant motivating, mentoring, counseling, or out right babysitting. Sound familiar?
This article will provide you with proven, fresh ideas on how to get the most from your sales team.
The 5 Elements of a Qualified Lead - Click To Read Article
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 knows when he or she hangs up the phone with a prospect.
Know these five things and chances are real good you're going to close this prospect. Leave one out -- or two out -- and chances are even better that you're never going to close this prospect.
This article will not only tell you what these are, but they will tell you how to find them out!
The Five Secrets To Writing Killer Prospecting Scripts - Click To Read Article
If you prospect sales by phone, then you know what's it's like to get blown off, screened out, or just flat turned down. It doesn't have to be that way!! Use these Five Proven Secrets to Writing Killer Prospecting Scripts and learn how to succeed like the Top 20%!
Stop Managing the Pipeline, and Start Managing Your Sales Team. - Click To Read Article
While the sales pipeline is a vital part of the sales process, it is also where the most fundamental mistake is made, and this mistake costs companies millions (if not billions) of dollars every year.
Learn what you can do to change this starting today!
Should You Train Unmotivated Sales Reps? - Click To Read Article
I have been consulting with a lot of sales managers and business owners who need and want sales training, but they are concerned that the training might be wasted on some of their sales reps (sometimes as much as one-third of their team) because this portion of the reps are either resistant, or simply unmotivated.
What should you do? This article will tell you!
Saving Gas and Selling More 5 Secrets of Top 20 Producers - Click To Read Article
Here are 5 things you can begin doing today to succeed as a sales rep when others are failing!
How To Stay Firm On Price - Click To Read Article
Getting beaten up in today's economy on account of clients and prospects hammering you for a lower price? Here's how to stay firm on your price and still succeed!
How to Listen like a Detective - Click To Read Article
Listening is the top skill of Top 20% sales producers.
Here's how to develop it!
How To Qualify Warm Leads - Click To Read Article
The internet has changed the way leads come into a sales organization. The problem is that 80% of companies and sales reps still handle them the same old way.
Here is the Right Way to qualify incoming leads.
How to Hire Successful Sales Reps - Click To Read Article
Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. Well, here's what they are missing, and what you need to do to find and hire Good Sales Reps!
How to Handle the Price Objection - Click To Read Article
You'd be amazed by how many sales reps miss the golden opportunity to find out where their prospect is when they ask about the price.
Here's how NOT to make the same mistake!
How To Overcome the Smokescreen Objection - Click To Read Article
Most of the objections you get as sales reps aren't real objections - they're smokescreens. That's why when you answer them, you get another, and another, and another. Want a better way? Read and apply the techniques in this article and you'll stay in control and close more business!
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