Article Directory :: Authors :: B :: Mike Brooks Articles

Articles by Mike Brooks

• The Real Secret to Qualifying Leads
  Compare these questions (and the kinds of answers you'll get from them) with the kinds of questions you or your team is currently asking. If you're far off from them (in other words, you don't ask them at all), then you need to incorporate them TODAY. Not tomorrow or next week, but TODAY.
  Published 04May2012, viewed 19 times

• 3 Secrets to Setting Qualified Appointments
  I guarantee that if you begin using the three secrets above for setting appointments, your appointment rate will not only go up, but you and your prospect will feel better during the whole process. And how great will that be?
  Published 18May2012, viewed 23 times

• 5 Mistakes to Avoid when Building an Inside Sales Team
  By avoiding the five mistakes above, you can save hundreds of hours of frustration and hundreds of thousands of dollars in lost sales and unnecessary expenses.
  Published 21Apr2012, viewed 22 times

• How to Hire Successful Sales Reps
  Try this powerful technique during your next interview. You will be amazed by how well it works. Simply give them an objection, then sit back, listen and observe.
  Published 21Apr2012, viewed 31 times

• Five Ways to Get a Commitment on the First Call
  What kind of a commitment do you get from your prospect at the end of your prospecting call? If you're like most sales reps, the answer is, ah, none. Or, it's an undefined, "Well, I'll follow up with you next week…"
  Published 17Feb2012, viewed 39 times

• Why You Don't Want to Be Successful
  The bottom line is that we all want lots of things, but only a few of us are willing to actually do something about it. Is this the year that you finally have what it is you've always wanted? The good news is that it's there for the taking if you're ready to do something about it. I hope you are.
  Published 17Feb2012, viewed 60 times

• Two Questions to Close a Sale
  If you've read any of my work, then you know my favorite four words are, "Shut up and listen." You also know that I think the mute button is the most important button on your phone. To prove this to yourself, make a commitment today to asking questions and using the mute button to let your prospect answer you. You'll be surprised by what your prospects will reveal and how much easier it is to get deals.
  Published 19Dec2011, viewed 45 times

• How to Handle Underperforming Sales Reps
  There is obviously a lot that goes into building this kind of structure, but it's well worth the time and effort. In fact, according to CSOInsights.com, sales teams that have and follow a "Defined Sales Process" average more than 33% in production and revenue than sales teams that don't. 33% - now that's significant! Just ask yourself how much that would mean to you and your company's bottom line.
  Published 29Nov2011, viewed 60 times

• 3 Ways to Avoid Call Reluctance
  Bottom line - once you set an achievable call goal, write an effective script, and being calling looking only for the buyers, calling will get much easier.
  Published 15Nov2011, viewed 61 times

• Four Keys to a Great 4th Quarter
  Start thinking about the company holiday party and what it feels like to receive your bonus or recognition. How about your family? What are they feeling now that you've made your goal? How confident, positive and happy are you? These are the feelings you should identify now and begin affirming every night when you go to sleep and every morning first thing when you wake up. Again, you become what you think about all day long.
  Published 29Oct2011, viewed 43 times

• Fear Pushes, Vision Pulls
  If you've found yourself in a slump lately, or if you've detected some of the old fear creeping back into your life, then I encourage you to sit down over the upcoming holiday and write out some specific goals and to turn those goals into your vision.
  Published 07Nov2011, viewed 88 times

• What to Do When Asked Your Price
  You shouldn't just give a price. If you do, you're giving away all control and leverage of the sale. Here's what you should do instead.
  Published 08Oct2011, viewed 45 times

• The Gratitude List
  And when you can help enough people accomplish their goals, you'll always exceed yours. So the next time you're struggling or just not feeling it, do what I do: Write a Gratitude List. You'll be grateful you did.
  Published 06Nov2011, viewed 65 times

• The Secret to BEING Happy and Successful
  If you find that you are struggling to achieve a certain result - whether it's earn more money, get in better shape, improve a relationship, etc., then before you wait to be successful at it, why not start with the end result first? Try BEING the thing or state you are trying to accomplish first, and watch as what you HAVE begins to change and the things you begin DOING change to support that new image.
  Published 08Oct2011, viewed 131 times

• 3 Rules for Successful Up Sells
  If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn't??), then you can instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. Here's how to do it.
  Published 07Oct2011, viewed 48 times

• Are You Managing the Right Activities that Drive Sales?
  Again, it isn't the activity around the sale that's important, but rather, it's the activity during the sale that matters.
  Published 07Oct2011, viewed 45 times

• Secret to Success? Focus on What You Want - Not What You Don't Want!
  What do you want, and what belief can you buy into that can become your default belief that will counteract any negative thinking? And then what kinds of reinforcement tools can you surround yourself with that will keep you dreaming about how you'll feel once you attain your goal? These, coupled with an affirmation statement that you visualize several times a day, will keep you focused on what you want.
  Published 07Oct2011, viewed 90 times

• Summer Sales Slow? Five Things to do NOW!
  The most important thing to remember during the summer is that "This too shall pass." If business has slowed down, that will change. And if you take advantage of any of the five suggestions above, you'll be the most prepared to prosper when it does…
  Published 14Sep2011, viewed 55 times

• 4 Secrets to Attracting What You Want
  If you're looking for a way to create the life you know you are capable of achieving, then I highly recommend trying these "4 Secrets to Attracting What You Want." I know first-hand that they work, and I know they'll work for you, too.
  Published 12May2011, viewed 154 times

• MLB and Recording Your Calls
  The bottom line is that if you want to get better then you have to record yourself and you have to study, learn and use better techniques. It's what all other professionals are doing…
  Published 26Apr2011, viewed 177 times

• The One Email Guaranteed to Get You a Response!
  Use it this week and see for yourself how it works to get your prospects to get back with you and how it gets you deals. And then email me yourself with your results - I'd love to hear them!
  Published 09May2011, viewed 123 times

• The 3 Keys to Successful Sales Management
  Look at your current selling environment and see which one of these keys is missing. Once you find it, you'll now know what to do!
  Published 09May2011, viewed 98 times

• 4 Ways to Get Out of a Sales Slump!
  Any one of these techniques will get you back on the beam. If you combine all four of them you'll be out of your temporary slump in no time and you'll be closing deals like the top pro you know you are.
  Published 09May2011, viewed 118 times

• How to Beat Your Competition
  These questions (and all the other ones I know you're thinking of right now) will reveal what your prospect's true buying motives are, and until you know them you've just shooting blind. Kind of like 80% of your competition does. Once you understand what it's going to take to sell them, you need to build the value of doing business with you and your company.
  Published 23Apr2011, viewed 87 times

• The iPhone App I'd Like to Own
  Your thoughts lead to your actions, and it is your actions that determine your results. But everything starts by your mental attitude, by what you dwell on all day long.
  Published 28Mar2011, viewed 261 times

• 3 Keys to Reaching Your Financial Goal in 2011
  When it comes to setting and reaching these goals, I have found that there is a simple yet crucial 3 step process that virtually assures that I reach any goal. I'm going to lay it out here as it applies to a financial goal, but realize that this method applies to the success of reaching ANY goal.
  Published 12Feb2011, viewed 108 times

• Stop Worrying about Sales
  Someone once said that worrying is praying for things you don't want to happen. What a great saying, and, like all sayings, there's a lot of truth in it.
  Published 31Oct2010, viewed 162 times

• What Are You Worth?
  I've always thought that sales reps have an invisible dollar sign $ above their heads with a number that represents how much money they think they are worth. It is this financial image that determines how they perform more than any other single factor. It's more important than what the economy is doing, or how their leads are, or what their territory is like or anything else.
  Published 23Oct2010, viewed 151 times

• 5 Mental Attitudes of Winners
  If you are serious about changing your career and your life, then get in the practice of working on your mental attitude first. Adopt these 5 mental attitudes of winners to powerfully change your ways of thinking and to permanently change your results.
  Published 15Oct2010, viewed 144 times

• The Most Important Button on Your Phone
  Have you ever needed to ask directions? You know, you're traveling and trying to get to your hotel, or you're in a different part of the city looking for a restaurant and when you don't know the way, you stop and ask somebody, don't you? It applies to sales as well.
  Published 21Oct2010, viewed 193 times

• Straight Selling - The Quickest Path To The Top 20%
  What's one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky sales rep trying to sell something the prospect doesn't want. Please read this article about how the Top 20% does it.
  Published 18Nov2010, viewed 145 times

• Knowing Your Numbers, Tracking Your Success
  Knowing this kind of information is very empowering. It will suddenly create an urgency for you that wasn't there before. Now each time you're not dialing, you're literally robbing yourself of money. Try it and you'll soon see what I mean.
  Published 18Nov2010, viewed 148 times

• The Problem With Affirmations (And What To Do About It)
  The fastest way to change your results is to change your image of what is possible for yourself, and using affirmations, properly, is the most effective way to do that.
  Published 18Nov2010, viewed 171 times

• How To Close A Sale
  Bottom line: if you do the first four things right, it'll be easy and natural for you to ask for the order often. And when you start doing that, you'll finally know how to close a sale.
  Published 20Oct2010, viewed 132 times

• Should You Train Unmotivated Sales Reps?
  The bottom line is that training always pays off and is worth it, if you're focusing on who is going to benefit, and how that's going to pay off for you.
  Published 19Oct2010, viewed 133 times

• "Stop Managing the Pipeline, and Start Managing Your Sales Team."
  While the 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.
  Published 19Oct2010, viewed 115 times

• The One Secret of All Top Sales Performers
  I don't know what a client is worth to your business, but if this system helped you get even five or ten new clients next year (believe me, if you use this system you can get 10 times that amount), would it be worth at least learning more about it??
  Published 19Oct2010, viewed 129 times

• How Find Out What's Stopping Your Prospect From Buying
  One problem I keep hearing about from my Ezine topic request is how to get a prospect/customer to tell you what's really going on. Many of you wrote that after multiple calls, messages, etc, when you do get them on the phone all you get are vague answers. If this has ever happened to you, then here's how to deal with it:
  Published 19Oct2010, viewed 135 times

• How To Stay Firm On Price
  Try this take away close this week, and watch your deals go up and your confidence rise as well. On Friday you'll go home with more money, and you'll feel better about yourself. And that's what being a Top Producer is all about!
  Published 19Oct2010, viewed 127 times

• Three Ways To Qualify Interested Prospects
  I hope you use these three ways to qualify your interested prospects - they are sure to save you a lot of time and energy...
  Published 19Sep2010, viewed 190 times

• The 5 Secrets of Setting Short Term Goals
  Follow this 5-Step method of setting short term goals and I guarantee you that your life WILL change 3 to 6 months from now.
  Published 19Sep2010, viewed 158 times

• The 5 Elements of a Qualified Lead
  These five elements are the bare minimum of what you need to know about every prospect you qualify. These points form the basis of your qualifying checklist, and you need to have scripted questions that you ask on each and every call to find these thing out.
  Published 19Sep2010, viewed 162 times

• 5 Closing Questions You Must Be Asking
  Use the questions in this article during your next presentation and watch your closes get stronger and your income get bigger!
  Published 19Sep2010, viewed 124 times

• Prospect Not Buying? Here Is What To Do...
  I use this question all the time, and I'm never surprised by how a prospect will immediately reveal the truth as to what is holding them up and what is going to stop them from ultimately moving forward.
  Published 19Sep2010, viewed 118 times

• Three Ways to Connect With Your Prospects
  Incorporate the following three techniques the next time you make a cold call, and watch your call times improve, your confidence grow and your sales and income soar.
  Published 03Sep2010, viewed 151 times

• How To Make Your Sales Manager Better
  Believe me, the fastest way to make your sales manager better is to give them a quota and require them to pick up the phone and start closing business.
  Published 03Sep2010, viewed 151 times

• Five Ways to Have Sizzling Summer Sales
  The fact is, top 20% producers still find ways to make their quotas in summer, and they also find ways to set up the end of the year so they exceed their revenue goals, earn their bonuses and have a great holiday season. And you can, too.
  Published 03Sep2010, viewed 146 times

• We Already Have More Business Than We Can Handle
  Clients use all sorts of objections, but sometimes I think this is their favorite, but the top 20% know what to say.
  Published 03Sep2010, viewed 143 times

• The 5-Step Method of Handling Objections
  If you want to begin handling and easily overcoming objections, then begin using these 5-Step Method today and watch your sales begin to take off!
  Published 03Sep2010, viewed 121 times

• How to Handle the Price Question
  Whenever your prospect asks about the price, and you give it, you deserve and must qualify on how that sounds to them.
  Published 03Sep2010, viewed 134 times

• Don't "Follow Up" On Your Leads!
  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..."? Find out better ways that discussed in this article.
  Published 03Sep2010, viewed 116 times

• Three Interviewing Mistakes - And How To Avoid Them
  If you're serious about getting a new position or moving up in your sales career, then avoid these 3 interviewing mistakes. Your chance of getting the new job will increase 100% if you do!
  Published 28Aug2010, viewed 129 times

• The Biggest Mistake Sales Managers Make
  If I were to ask you what the most important thing a sales manager can do to drive business, what would your answer be?
  Published 28Aug2010, viewed 173 times

• Saving Gas and Selling More 5 Secrets of Top 20% Producers
  If you commit to finding and then using proven skills like the ones in this article, then you'll improve on each call and you'll make more sales. Just like the Top 20% do right now!
  Published 28Aug2010, viewed 112 times

• How To Overcome the Smokescreen Objection
  Always qualify objections before you answer them, and then use these scripted, proven rebuttals.
  Published 18Oct2010, viewed 139 times

• Opening Statements: The Good, The Bad, And The Ugly
  Compare your own openings with those in this article (and adapt yours to fit the last two). Where do you or your sales team stand in regards to the good, the bad and the ugly?
  Published 18Oct2010, viewed 128 times

• Change Your Self Talk - Change Your Results
  Psychologists estimate that you are talking to yourself at a rate of 1,200 to 1,500 words a minute. How is your self talking influencing your selling?
  Published 18Sep2010, viewed 139 times

• How to Avoid Getting Economy Related Objections
  If you're still getting the "We're just not going to do anything until the economy gets better", then I've got some good news and bad news for you.
  Published 18Sep2010, viewed 177 times

• The 4 Secrets of Leadership
  If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself.
  Published 18Sep2010, viewed 139 times

• How to Listen Like a Detective
  This article offers some simple yet powerful ways to improve your listening skills. Just remember above all, don't do or say anything that might cause your prospect to stop talking! Keep listening!
  Published 02Sep2010, viewed 155 times

• 5 Ways to Sound More Natural On the Phone
  If what you sell for a living means you have to pick up the phone - either to set appointments, call prospects back, return calls to clients, etc., then you have to learn how to sound natural and how to avoid putting your prospects, gatekeepers, assistants, etc., on notice that you're trying to sell something.
  Published 02Sep2010, viewed 121 times

• How To Make 2011 Your Best Year Yet
  Here are the two quick things you can do today to make 2010, and the rest of your life, a lot better.
  Published 17Nov2010, viewed 188 times

• The Five Secrets To Writing Killer Prospecting 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 today's article, I'm going to give you The 5 Secrets to writing Killer Prospecting Scripts.
  Published 16Nov2010, viewed 157 times

• Emails and Voice Mails Guaranteed to Work
  The new and current techniques of how to leave voicemails and emails that get returned.Incorporate these in your next voicemail or email and see the difference.
  Published 16Nov2010, viewed 162 times

• Four Ways to Handle the "I'm too busy" Brush Off
  Like all initial resistance statements, what you must do with this objection is to quickly control the situation, assess whether or not your prospect is or can be interested, and then find a way to quickly qualify them.
  Published 17Oct2010, viewed 131 times

• Three Things You Must Do To Succeed
  Commit to yourself today and start implementing these three techniques. Believe me, this time next year, you'll be glad you did!
  Published 17Oct2010, viewed 125 times

• How To Overcome the "I'm Not Interested" Objection
  Using this technique allows you to connect with your prospects, sidestep their initial resistance, generate real interest, and qualify -- all with one sentence. Not bad, huh?
  Published 17Oct2010, viewed 165 times

• How to Overcome the "I Need to Think about it objection
  The following scripts were taken from my Brand New Book of Phone Scripts due out in about 6 weeks.In the meantime, enjoy these and send me an email and let me know how they work for you!!
  Published 17Sep2010, viewed 154 times

• How to Overcome the Fear of Cold Calling
  I don't know about you, but I use affirmations and meditation CD's all the time to help me change my internal self-talk, and I can tell you this kind of technology has changed my entire life. If you have experience with this, then you also know it works.
  Published 17Sep2010, viewed 151 times

• The Only Qualifying Question You Really Need
  This technique works especially well in today's economy because it gets your prospect to open up and start talking. And, of course, it gets them to reveal why they will or won't be a deal for your product or service.
  Published 17Sep2010, viewed 142 times

• 5 Things I Learned last year
  Here are the 5 things I learned that contributed the most to what turned out to be my most profitable year in consulting yet.
  Published 17Sep2010, viewed 147 times

• One Sentence to Establish Immediate Rapport
  Making an immediate connection is the most important thing you can do, and this technique will help you do that.
  Published 17Sep2010, viewed 120 times

• How To Deal With Red Flags
  If you want to close like the Top 20% then you have to start questioning the Red Flags.
  Published 01Sep2010, viewed 122 times

• A Simple Lesson From the NFL to Close More Business
  NFL inspired two simple ways of closing more business and making more money.
  Published 01Sep2010, viewed 156 times

• 5 Ways to Have a Great 4th Quarter
  With the fourth quarter coming up, here's what you need to do to have your best year yet!
  Published 17Sep2010, viewed 139 times

• 3 Ways to Build Rapport In 30 Seconds
  Building rapport with a prospect quickly is the most important first step of any sales call. Use these three techniques the next time you have to make a cold call, and you'll have your prospect wanting to hear more.
  Published 04Jul2010, viewed 158 times

• Four Scripts to Overcome the Price Objection
  The price objection is often a smokescreen and trying to handle it often gets you no where. Here's how to successfully handle and even overcome it.
  Published 10Apr2010, viewed 234 times

• The Key to Staying Motivated
  What is driving you and keeping you motivated? If you can't answer that right away, then you are lacking a clear vision. To help you develop one, read this article - you'll be glad you did!
  Published 01Jul2010, viewed 181 times

• The Most Important Script You'll Ever Use
  Do you talk to yourself? Believe it or not, most of what we say to ourselves is negative and this leads to poor performance and attitude. Use this script as a template for what to say to actually motiate yourself and help yourself become more successful.
  Published 01Jul2010, viewed 191 times

• Your Economic Recovery Script
  Having trouble dealing with all the negativity about the economy? Here's how to sell past those negative objections! Use these word for word scripts to help sell more in this recovering economy.
  Published 01Jul2010, viewed 135 times

• The 5 Secrets of Great Vacations
  Do you take enough vacations? If you're like most people, the answer is no. Here's how to ensure that you take the vacations you need, get the benefits from them, and enjoy your life more.
  Published 01Jun2010, viewed 183 times

• I Hope You Don't Open Your Calls This Way
  Cold calling is hard enough without making this huge mistake! Instead, use the word for word scripts here to instantly establish rapport and make more sales.
  Published 02May2010, viewed 144 times

• The One Real Key to Your Success
  What is the one key to your success? Your attitude and your expectancy. So how do you develop these? Read this article to find out.
  Published 02May2010, viewed 274 times

• The Five Secrets to Effective Time Management
  If you never seem to have enough time in your day, then you might need to learn how to manage the time you do have more effectively. Use these 5 secrets to time management to instantly get more of the important things done each day.
  Published 01May2010, viewed 250 times

• Insurance Sales - How to Overcome the Top Three Objections
  If you're in insurance sales and deal with these objections, "I'm happy with who I work with now", and "Why change what I have already?" then you'll love this article. It's good for those who get these objections in any sale!
  Published 16Apr2010, viewed 295 times

• The 5 Secrets of Motivating Your Sales Team
  How do you motivate a sales team? If you're looking for effective and inexpensive ways to get the most production out of your sales team, then you'll love these five proven
  Published 04Apr2010, viewed 526 times

• The Secret of Setting Successful Goals
  Need help setting goals? Use the SMART goal formula to set attainable goals that will keep you motivated all the year through.
  Published 06Apr2010, viewed 217 times

• How To Successfully Handle Objections
  If you're having trouble overcoming sales objections, then here is what you do. Simply following these three proven techinques, and you'll be closing more sales starting with your very next sales call.
  Published 26Mar2010, viewed 171 times

• How to Motivate Sales Teams In a Tough Economy
  Having trouble motivating your sales team in this ecomony? If you've had to cut back on the perks and bonuses you've used in the past to get your team to produce, then you'll love these new, inexpensive and successful techniques to get the most out of your team!
  Published 15Mar2010, viewed 220 times

• How to Use Layering Questions
  Questioning your prospects is the most important part of qualifying the. Learning how to use layering questions will take your sales career to a whole new level. Learn and then use these layering questions to instantly get better starting today.
  Published 09Mar2010, viewed 162 times

• How to Hire Top Sales Reps
  Having trouble hiring top sales reps? Use these three simple yet proven techniques the next time you're in front of a candidate and you'll instantly be able to tell who you're dealing with - a bottom 80% producter, or a top 20% producer.
  Published 26Mar2010, viewed 163 times

• How to Write Winning Emails
  Do you know how to leave effective emails that get your clients and prospects to respond to you? When you follow these six secrets of winning emails, you will!
  Published 26Mar2010, viewed 186 times

• 5 Ways to Handle the "No Budget" Objection
  Handling the "No Budget" objection is difficult in any ecomony, but today it's even harder. Use these five rebuttals to overcome this objection and begin qualifying and closing more business today!
  Published 01Mar2010, viewed 186 times

• How to Build Relevant Rapport
  Think talking about the latest sports scores is building rapport with your clients and prospects? Think again. Here's how to build the most important kind of rapport there is: Relevant Rapport.
  Published 01Mar2010, viewed 213 times

• 3 Ways to Improve Your Listening Skills
  Most sales reps don't know how to listen to their prospects and clients, and this is why they have such a problem closing them. Use these three proven ways to improve your listening skills and watch your sales and income improve as well.
  Published 24Feb2010, viewed 337 times

• Five Secrets to Exercising Authority
  If you are in a position of leadership at your company, then you need to know how to inspire, train, motivate and lead people - all at the same time! By following these five secrets to exercising authority, you'll learn how to this starting today!
  Published 22Feb2010, viewed 169 times

• Getting Commitment Through Out the Buying Process
  Have you ever lost control of the sale and not known how to get it back? Learn how to ask the questions that will tell you what your prospect is thinking and what you need to do keep control of and make the sale.
  Published 21Feb2010, viewed 165 times

• Leave Voicemail Messages That Get Returned!
  Having trouble getting your voicemail messages returned? Here is the proven formula for leaving winning voicemail messages that get listened to, and returned!
  Published 12Feb2010, viewed 677 times

• How to Sell A Pencil - And Your Product Or Service
  What separates top sales producers from others that struggle to make sales? Take the easy "How to Sell a Pencil" test to see how you stack up against the pros. Do you talk past the close, or do you know the secrets to top sales performance? In five minutes, you'll know the answer!
  Published 03Mar2010, viewed 253 times

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