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 Article Directory   Author   Mike Brooks
 

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Published Articles:13
Total Article Views:4,361 (unique visitors)
(USA)Author

Mike Brooks's Articles

Articles by: Mike Brooks

Recent Articles

Stop Managing Your Pipeline and Start Managing Your Sales Reps

How much time and money do you devote to your company's sales pipeline? Think about the resources, the software, the meetings, the forecasting, the managing and measuring you do, and the time and ..
(October 21, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 465

Develop a Recession-Proof Attitude

I was speaking with a client the other day about the economy and business, and he said something that surprised me. We were talking about advertising and just as I was waiting for him to tell me he ..
(October 21, 2008)
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 | Business/Sales | Visitors: 203

5 Ways to Handle the "No Budget" Objection

It's no surprise that the biggest objection you're facing in today's economy is the “no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think about ..
(October 21, 2008)
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 | Business/Sales-Training | Visitors: 449

How To Connect With Your Prospects

Years ago I got one of the most important pieces of advice on how to truly connect with my prospects and clients while selling over the phone. When I heard it I thought it was too simple to be ..
(July 17, 2007)
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 | Business/Sales-Teleselling | Visitors: 262

How To Create A Qualified Lead

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. .
(July 17, 2007)
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 | Business/Sales-Teleselling | Visitors: 222

How To Write Effective Phone Scripts

Most inside sales reps I speak with tell me that they don't use a script, and when I take a look at the one their company has given them, I can understand why - most of them are terrible! The problem .
(July 17, 2007)
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  • Currently nan/5
 | Business/Sales-Teleselling | Visitors: 350

How To Handle Incoming Leads

I get many requests each week from readers who want to know how they should deal with incoming “warm” leads. “These leads are more qualified because they are calling him, " I hear over and ..
(July 17, 2007)
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  • Currently nan/5
 | Business/Sales-Teleselling | Visitors: 224

The 5-Step Method of Handling Objections

I get so many requests asking me how to handle objections, that I thought I'd go ahead and give you the secret method that I reveal in my in-person trainings - the definite way you should handle and ..
(July 17, 2007)
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  • Currently nan/5
 | Business/Sales-Teleselling | Visitors: 551

How To Avoid Rejection

Anyone in sales knows about rejection. And to 80% of salespeople, this is what they fear the most. Fear of rejection creates call resistance, long lunch hours, sick stomachs and can turn a telephone ..
(July 17, 2007)
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  • Currently nan/5
 | Business/Sales-Teleselling | Visitors: 228

5 Ways To Work With Existing Customers

I received an Ezine topic request this week on how to handle ongoing customer contacts without appearing to be a pest or without seeming to call just for another order (which was the reason this ..
(July 17, 2007)
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  • Currently nan/5
 | Business/Sales-Teleselling | Visitors: 223

How to Handle the Price Objection

When your prospect asks you about the price of your product or service, what's important is not that you tell them, but rather what happens next. Ask yourself, “What do you say after you give them ..
(February 26, 2007)
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 | Business | Visitors: 413

Don't Answer Objections, Isolate Them!

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps .
(February 26, 2007)
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 | Business | Visitors: 373

How to Use Layering Questions to Better Qualify Prospects

First, for those of you who have seen me live, you know that I am big on questioning your prospects during the qualification stage. As I’ve said - they have all the answers as to why they'll ..
(February 26, 2007)
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  • Currently nan/5
 | Business | Visitors: 398