Mike Brooks's Article RSS Feed
Mike Brooks's Articles
Whatever You're Thinking, Think Bigger
You've probably heard the expression that "Life is a self-fulfilling prophesy." Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I'll bet it's true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service? Have you ever asked yourself why that is?
on 20 Jun 2017
General Patton On Singleness Of Focus
When I get in each morning, I look at my calendar of to do's, and as soon as I get started on one task, my email beeps, and I take on something else. Next, my assistant reminds me of an article or email I need to write, so I start that as well. The next thing I know, it's 5 P.M., and I haven't done any of my follow up calls, let alone prospecting. If you're like many other professionals I know, you can probably relate.
on 02 Jun 2017
Hard Work Pays Off: I'm So Annoyed My Father Was Right
This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, "There's no substitute for hard work, Michael." And he used to practice what he preached. He was always the first one up in the morning, around 5am, and he wouldn't return until after 7:30pm. He would spend an hour or so chatting with my mom after dinner, and then it was time for bed.
on 29 May 2017
A Kick In The Teeth May Be Good For You
When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale, sometimes when we do there can be some good that comes from it. There sure was the case for me. Here's what happened.
on 22 May 2017
Why Qualifying For Timeline Is Important
Okay. So I've been in sales longer than some of my clients have been on the planet. I've made thousands and thousands of prospecting calls, and thousands and thousands of closing calls. I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide. You'd think that I would never get tripped up by or neglect the fundamentals of sales, right? Wrong.
on 02 May 2017
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
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