Since 21 Jun 2016
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Mike Brooks's Articles
Apps For Recording Your Phone Calls
Years ago, Stan Billue - the top inside sales trainer at the time - made a claim that every sales rep could double their income in 90 days by doing one thing. Intrigued (and highly skeptical), I listened to what he said next, and then challenged myself to do it. His advice was: Record and listen to your calls, every day, for 90 days.
on 17 Apr 2017
Why You're Wrong About Phone Scripts
Next week, I'll be presenting two breakout sessions at the Microsoft sponsored AA-ISP's Leadership Summit in Chicago. I'm going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.
on 12 Apr 2017
Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today's environment of motivating, encouraging and driving performance from the "so-called" millennial generation, there is even more to balance.
on 28 Mar 2017
How To Handle: I Looked It Over And Not Interested
Don't you hate it when you get back to your prospect, you're ready to give a great pitch, you need the sale, and...and....they tell you they looked it over and they're not interested! Wait a minute! You want to scream. Just give me a chance....
on 11 Mar 2017
Why The 'Will To Win' Isn't Enough...
Today, I find that I can do just about anything if I'm willing to put in the time to prepare to win. You can too - if you're willing to put in the time. The question is, are you?
on 09 Mar 2017
The Five Second Rule
Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don't have to believe in it for it to always be working in your life.
on 01 Mar 2017
We Can Do It!
The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen. I always think of the impact one runner had on the world's performance once he changed everyone's attitude with his own accomplishment.
on 18 Feb 2017
You Can Do It
Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I'm sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners.
on 07 Feb 2017
Tom Brady and Lessons for Sales
Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales.
on 31 Jan 2017
Sales Advice from Pablo Picasso
I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: "Learn the rules like a pro, so you can break them like an artist." You're probably wondering what that has to do with sales, and it's simple: Most sales rep's instincts are to adlib when they get an objection or when they get into a sales situation that isn't going their way.
on 21 Jan 2017
The One Important Buy-In Question (You Better Be Asking)
Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks - in L.A. and Oakland - it rained! My wife tells me I can no longer say it doesn't rain in CA. It does, and I was there! While preparing their training programs, there was one important similarity that I think applies to any sale.
on 14 Jan 2017
My Favorite (Brian Tracy) Goal Setting Technique
If you are feeling a bit overwhelmed with setting goals in each area of your life, then you're not alone. I've been goal setting for years, and while I (and the rest of the world) may get pumped up by all the wonderful things I'm going to accomplish and all the changes I'm going to make, what I've learned is that there is only so much time.
on 30 Dec 2016
5 Book Recommendations to Have a Great 2017
As you run around doing your final Christmas shopping this week, have you remembered your favorite person? (You!) As we stare down New Year's Eve and a whole new year of dreams and goals, why not give yourself a couple of books (or audiobooks) that can motivate and support you in achieving those dreams? Here are my top five favorite motivational and inspiration books. If you haven't read them, then you're in for a treat...
on 20 Dec 2016
Avoid This "Ghost" Of Christmas Future
For December, I'm reading the classic tale: "A Christmas Carol," by Charles Dickens. Oddly, I can't remember ever reading it, though I've seen countless versions made for TV and movies. It's fantastic, just like most books are that have been made into movies. Dickens is a superb writer, and there is a reason this is a "classic."
on 12 Dec 2016
How to Negotiate for Higher Pay (Part Five of Five)
The final piece to landing the job of your dreams is to learn how to ask for the kind of salary or compensation package you really deserve. And what we're talking about here is learning how to negotiate how you are compensated. What is so interesting about this phase of the interview process is that most people don't even know (or attempt) to negotiate their comp plans.
on 22 Nov 2016
How to Write a Killer Resume (Part Four)
As you will see, by following just a few rules you will be able to craft a compelling resume that instantly sets you up as the perfect candidate for any job you choose to apply for. Moreover, by taking just a little bit of time to customize your resume to the specific company you are applying to (it's easy once you know how), you will make the hiring manager feel like your resume was written just for him/her.
on 05 Nov 2016
The Four Errors to Avoid when Putting Together Your Resume (Part Three)
How many resumes do you think an HR Director or hiring manager receives for each job posting they advertise for? Would you guess twenty? Thirty? I hate to break it to you, but if it is a sales position you had better revise your estimate way up. Try over seventy or eighty - and that is just in the first couple of days of posting the job!
on 18 Oct 2016
How To Write A Simple Yet Powerful Cover Letter (Part Two)
By taking just a few minutes to customize a carefully worded cover litter like this, you will instantly become one of candidate that gets a call back. You will be very much in demand and soon you will have your pick of which opportunities to pursue. And having many companies who are interested in hiring you gives you the leverage to ask for and get things like a higher salary, a better commission structure and even a possible hiring bonus.
on 05 Oct 2016
How to Apply For and Get a Better Paying Job (Part One)
How do top earners go about applying for, interviewing at and landing these better jobs? The good news is that, as always, success leaves clues, and by simply following some of their tried and true strategies, you, too, can begin applying for and landing not only better paying jobs, but also better positions at those jobs.
on 20 Sep 2016
How To Turn Cold Leads Into Warm Leads
Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don't you wish there was a way to turn cold names into warm leads? There is!
on 18 Sep 2016
The Proper Way to Set a Call Back
Not all sales close on the first - or even second or third, etc. - closing call. Because of that, it's often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week. Because of this, it's important that you develop and then script out a best practice approach to handle it effectively.
on 19 Aug 2016
Top Ten Characteristics of Top Sales Producers (Part Nine)
Top Characteristic Part Nine: In order to develop and protect your positive attitude, the first thing you need to do is resign from the company club. What I mean by this is that you have to stay away from the group of sales people in your office who do nothing but grumble about how bad or unfair things are in your company or about how bad the economy or industry is.
on 17 Aug 2016
Top Characteristic Part Ten: Invest Daily in Your Attitude
Now that you have resigned from the company club, you can use that time and energy to do the one thing that will have the most impact on your performance and your life: Find ways to build up your attitude on daily basis. Before we get in to some ways to do that, let me emphasize the importance of investing time and energy every day to improving, strengthening and elevating your attitude. The "every day" part is the key.
on 17 Aug 2016
Top Ten Characteristics of Top Sales Producers (Part Eight)
Top Characteristic Part Eight: Treat all gatekeepers with courtesy and respect. If you have to make cold or warm calls to prospects, then you probably have to deal with your share of gatekeepers. These can be receptionists, office managers, assistants, etc. No matter what role they have, whoever stands between you and your prospect is someone you have to deal with first.
on 19 Jul 2016
Top Ten Characteristics of Top Sales Producers (Part Seven)
How many times do you ask for the sale during a close? Once? Twice? The number of times you should be asking might surprise you... Top Characteristic Part Seven: Be prepared to ask for the sale five times - or more!
on 18 Jul 2016
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