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Author: Louie Bernstein

Inside Sales Training: Train Like a Pro and Watch Sales Numbers Climb

Louie Bernstein is Chief Sales Officer (CSO) for Izenda, an InsideSales.com client, a serial entrepreneur, and a consummate, award winning salesman. No sales rep ever lost a deal or an account for out-hustling the competition. It’s important in all aspects of business to work hard and give it your all. But in sales, it’s essential. Your competition doesn’t care about your mortgage. They don’t care about your kids’ college education, your car payment or your dinner tonight. They are playing to win because in sales, there is no money for 2nd place. The sale only rewards the winner. The sooner you accept this fact, the sooner you can get into the winning mindset. And that is where you need to live. I was driving home from work listening to an Atlanta sports radio show on a Monday after an Atlanta Falcons win the day before. They were interviewing a Falcons player who had an excellent game. It really struck me what he said: “I believe in my heart, that if I’m not out there practicing and preparing every day for Sunday, then my competition just got a day up on me.” Adopt this mindset and you will have an excellent game. Every day, give it all you’ve got and watch the results. Learn, practice, deliver. Every day. Aside from going through all the training lessons in this course, here are few more things...

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Inside Sales Tip: Implement a Daily Sales Meeting to Increase Sales

(Louie Bernstein is Chief Sales Officer (CSO) for Izenda, an InsideSales.com client, a serial entrepreneur, and a consummate, award winning salesman.) Every day at noon I meet with my sales people for 33 minutes. During that time, we either pick one or two sales training lessons, work on deals we are trying to close, tackle communication issues that need addressing or recognize success. Over the past two fiscal years, our sales have grown an average of 67 percent. Just as important, we have developed a sales process and sales playbook that should provide the foundation for future growth.  I do not think any of it could be possible if we only met quarterly, monthly or even weekly. Habits are formed by what you do consistently or on an everyday basis. If you are in sales, good habits can make you a nice living. When I insist on daily sales training with a new sales group, I usually get resistance for about a week. Then they see I am not going to stop and that it’s not a one-time event. After that, the magic starts to happen. The sales people start seeing how these sessions are something that can help turn them into professional sales people. And, probably more relevant to them, they see this as something that can help them make more money. Let’s not forget or underestimate this. Money, along with a healthy dose of...

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How to Create Top Selling Sales Reps – Ask the Tough Questions

(Louie Bernstein is Chief Sales Officer (CSO) for Izenda, an InsideSales.com client, a serial entrepreneur, and a consummate, award winning salesman.) Too many sales reps are afraid of asking the tough questions because they worry they will hear the word “no.”  What these sales people fail to realize is that they are either delaying the inevitable or they are being given a chance to uncover any objections that can help move their sale along. Being a sales person requires guts.  You have to ask questions that others would not ask because those questions make the conversation “uncomfortable.”  You have to let the “no’s” bounce off you and move ahead. Most of your prospects will feel uncomfortable saying no. That’s the very reason you need to ask those questions. It can help close deals. Your prospects don’t go to work looking for conflict.  Because of that, they may lead you along telling you what she thinks you want to hear.  If you do not clarify and drill down for a yes or no answer, you are simply delaying the inevitable and wasting your time. Remember: Accelerate the inevitable.  In sales, the largest wage earners are the ones who provide the most value or perceived value to their clients.   But if your prospects do not see the value you are presenting, and you take whatever answer they give you as the cue on what to...

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Inside Sales Tip: Only Send a Prospect a Proposal with a Scheduled Time to Review it

(Louie Bernstein is Chief Sales Officer (CSO) for Izenda, an InsideSales.com client, a serial entrepreneur, and a consummate, award winning salesman.) You’ve made it to the stage in your prospect’s buying cycle when they either ask you for a proposal or you suggest, if the previous action or commitment steps have been completed successfully, that they should review a proposal to see if they can move ahead with a purchase. Never send a proposal without confirmation that your prospect will review the proposal with you.  Your conversation should go something like this: “Rick, we like what you have shown us so far, so can you send us a proposal?” “Lee, I would be glad to.  Let’s confirm what you are looking for.” Then Rick and Lee can verbally go over the details of configurations, quantities, resources, model numbers, etc. to be included in the proposal.  Rick says, “Lee, I’m going to get to work on putting this together for you right away.  When will you have time to review it?”  The wording is crucial.  Rick has not told Lee he’ll be emailing it over when it is ready.  Rick said he was going to work on it. If Lee says he doesn’t know when he will have time to look at it, Rick will not send the proposal.  If your prospect will not schedule time with you to review the proposal, they...

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Tips for Hiring Inside Sales Reps: 7 Must Have Sales Attributes

(Louie Bernstein is Chief Sales Officer (CSO) for Izenda, an InsideSales.com client, a serial entrepreneur, and a consummate, award winning salesman. This is the first article of a three-part series.) In every company – and in particular every small company – everyone’s in sales. If anyone in your company has contact with the buying public, then they’re in sales. Never forget that. More importantly, use it to your advantage. When someone contacts your company, they don’t know what department the person is in who answers the phone or who responds to their email. All your visitor knows is that person is your company. You only get one first impression and it needs to be a good one. You may have started your business and been in a field other than sales such as marketing, accounting or finance. And/or you may not like to sell. If the latter is the case, you should really consider not starting a business because you’re always selling. You’re selling your prospects and customers on your value, your vendors on your pricing or terms, your bankers on your trustworthiness, and your employees on your vision. Bottom line: Sales is a crucial part of your business and you need to be good at it. Love it or hate it, selling is an essential skill that you need to get your arms around. A daily dose of training will really help....

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