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Would you like 8 cold calling templates that include not only my cold calling script, but suggested answers to typical objections? Then you better hurry and sign up for my How To Navigate Stalls and Objections webinar! It takes place TOMORROW at 11:30 am EST, right on your computer screen and I’ll even send you … continue reading »

For those of you who are putting EVERYTHING you got into closing EVERY drop of business this quarter; I respectfully disagree! I don’t disagree with the notion of closing every drop of business this quarter, in fact, more power to ya! I disagree with the putting ALL of your artillery fire on closing and next … continue reading »

There’s a prospecting approach that many reps (perhaps you as well) are using and; In this week’s episode of The Sales Playbook Podcast we’re going to explore if the approach; Provokes or Discourages Objections! Please right click HERE to download this episode or click on the audio player below to have a listen! HOW TO … continue reading »

Most of us were taught to shut up after we respond to a phone objection. I disagree! Why? Because 9 times out of 10 you’re giving the person on the other end of that phone a chance to reload and fire another objection! I’m also of the belief that you’ll go off script and interrupt … continue reading »

I’ll ask it again; What’s Your Plan For Navigating Stalls and Objections When You Prospect? I typically hear two answers to that question and quite frankly they both SUCK! Answer #1: “I don’t because I’m pretty good at handling these things in the moment” Answer #2: They start telling me how they “handle” typical objections … continue reading »

Actors and actresses have a really cool exercise in their toolkit that we should be including in ours! It’s called the “Yes, and . . .” exercise and they use it to develop their improv muscles. These muscles help them to work with the words that are spoken to them versus being CHALLENGED by them; … continue reading »

I have a FREE worksheet to help you; Craft BETTER responses to common phone objections and; Triple your responses! Click HERE to instantly download your FREE copy! And do mark your calendar for November 21st at 11:30 am EST so you can join us for our; How To Navigate Stalls & Objections Webinar Here’s what I’m going … continue reading »

There are 3 deadly mistakes that sales reps tend to make during the fourth quarter. Mistake #1: A Total Emphasis On Closing and Almost NO Emphasis On Prospecting. I get it, you want to get EVERY last drop of revenue in the bank, but; If you aren’t replacing those opportunities with new opportunities; You’re positioning … continue reading »

The special discount for our How To Navigate Stalls and Objections webinar ends TODAY at 5:00 PM EST! The webinar takes place on November 21st, at 11:30 am EST and its designed to help you avoid and respond to the phone objections that are limiting your results! I’ll be sharing over 25 tips and tactics as well … continue reading »

According to LeapJob, 98% of our cold calls end with failure, but; That ISN’T the fault of the cold call as a form of outreach; It’s more of a testimonial to the lack of phone skills the AVERAGE sales rep brings to the party! The AVERAGE sales rep misses 2 critical components; 1) How to … continue reading »