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The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone epub download

by Mike Brooks


The title should be "The Real Cold Calling Secrets of the top 20%" because it is predominately geared towards selling over . In conclusion, the book was a very practical, hands-on approach to inside sales and selling over the phone

The title should be "The Real Cold Calling Secrets of the top 20%" because it is predominately geared towards selling over the phone. Only the sections on mindset and motivation - for the most part - would be generally applicable. In conclusion, the book was a very practical, hands-on approach to inside sales and selling over the phone. The author had personally gone from the bottom 80%, to the top 20% by using these principles, and with this experience he uses the principles and techniques he learned and put to use to teach and direct about what it takes to move to the top. I wouldn't limit recommending it to only inside sales people.

In The Real Secrets of the Top 20%, Mike Brooks gives you the proven skills, techniques, scripts, and strategies that will catapult your closing ratio, boost your confidence, Why is 80% of the sales and revenue in any company or industry made by the Top 20% of the sales force?

In The Real Secrets of the Top 20%, Mike Brooks gives you the proven skills, techniques, scripts, and strategies that will catapult your closing ratio, boost your confidence, Why is 80% of the sales and revenue in any company or industry made by the Top 20% of the sales force? More importantly, what can you begin doing TODAY to move into that elite group of Top Performers? In The Real Secrets of the Top 20%, Mike Brooks gives you the proven skills, techniques, scripts, and strategies that will catapult your closing ratio, boost your confidence, and immediately make you a Top 20% producer.

In The Real Secrets of the Top 20%, Mike Brooks gives you the proven skills, techniques, scripts, and strategies that will catapult your closing ratio, boost your confidence, and immediately make you a Top 20% producer. Learning and using these proven and effective skills will be the best career move you've ever made, and this book will show you why becoming a Top 20% producer is much easier than you think - and a lot more fun! Use Winrar to Extract. And use a shorter path when extracting, such as C: drive.

ISBN13: 9780979441622. Release Date: July 2008.

These are the real secrets of Top 20% producers. This is a must do training course for anybody responsible for selling or prospecting over the phone. Jennifer Livi Director of Business Development Proforma Cleveland Ohio Proforma Worldwide Support Center. Here’s just a sample of what you’ll learn from each CD: CD The 80/20 Rule In Sales

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Mike Brooks has hit a home run with The Real Secrets of the Top 20%. This must read book is perfect for anyone who works in the sales profession, and it is destined to become a classic. - Jeb Blount, author of PowerPrinciples. Help us to make General-Ebooks better!

The Essential Handbook for Prospecting and New Business Development (9780814431771): Mike Weinberg, S. Anthony Iannarino: Books. You’ll get most of what you need from these three books.

How to Supplement Your Income and Earn with Online Courses. Top 20 tips to hack your productivity.

Start living the life you’ve always dreamed of! Download. How to Supplement Your Income and Earn with Online Courses. Udemy - Forex Trading - Learn How To Double Your Cash Trading Online. Max Profit Marketing - How to Double Your Business Profits

Why is 80% of the sales and revenue in any company or industry made by the Top 20% of the sales force? More importantly, what can you begin doing TODAY to move into that elite group of Top Performers? In The Real Secrets of the Top 20%, Mike Brooks gives you the proven skills, techniques, scripts, and strategies that will catapult your closing ratio, boost your confidence, and immediately make you a Top 20% producer. Learning and using these proven and effective skills will be the best career move you've ever made, and this book will show you why becoming a Top 20% producer is much easier than you think - and a lot more fun!

The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone epub download

ISBN13: 978-0979441622

ISBN: 0979441625

Author: Mike Brooks

Category: Business and Money

Subcategory: Marketing & Sales

Language: English

Publisher: Sales Gravy Press (July 7, 2008)

Pages: 152 pages

ePUB size: 1786 kb

FB2 size: 1597 kb

Rating: 4.5

Votes: 307

Other Formats: docx mbr lit mobi

Related to The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone ePub books

Jerinovir
The title should be "The Real Cold Calling Secrets of the top 20%" because it is predominately geared towards selling over the phone. Only the sections on mindset and motivation - for the most part - would be generally applicable. I love the way the text was structured as far as the chapters, the sub-sections, and the examples. It is definitely something I need to refer back to. It's very concise by the way, and I guess that's where I will leave off this review as well.
Jerinovir
The title should be "The Real Cold Calling Secrets of the top 20%" because it is predominately geared towards selling over the phone. Only the sections on mindset and motivation - for the most part - would be generally applicable. I love the way the text was structured as far as the chapters, the sub-sections, and the examples. It is definitely something I need to refer back to. It's very concise by the way, and I guess that's where I will leave off this review as well.
Tansino
Is the profession of selling becoming a thing of the past? The book 22 Immutable Laws of Branding points out a market shift that is taking place. The shift is from selling to buying. Branding is becoming so powerful, that it's reducing the need for salespeople. Also, new methods of purchasing, such as the internet, have helped reduced the demand for salespeople. But fortunately for many who are currently in the profession of selling, there is still a need for salespeople, and The Real Secrets of the Top 20% gives techniques, scripts, and strategies for selling over the phone. The author claims from personal experience that learning and using these skills will put you in the top 20% of sales producers in your company.

The Author's philosophy and training is based on the 80/20 rule in sales, which states that 80% of the sales revenue and income in any company or industry is usually made by the top 20% of the sales force. He says that it doesn't matter the industry, product, or service. This rule always applies in sales. I can vouch for this claim. So it is with the company I am with. The numbers show, year after year, that 80% of the sales are made by 20% of the sales force.

The author puts an interesting spin on what it means to practice. He says that practice doesn't make perfect. Practice only makes permanent, and the bottom 80% practice the wrong techniques day in and day out, and get really good at doing the wrong things. All too often, salespeople practice bad habits and inadvertently become good at doing the wrong things. Moreover, those who are successful at selling weren't born with sales talent that automatically catapulted them to the top 20%. Mastering sales takes a lot of practice and hard work. In the book Outliers, chapter two, entitled The Ten-Thousand Hour Rule, the author, Malcolm Gladwell, points out that to master anything, talent alone will not get you there. The author uses gifted musicians as an example, and writes: "...research suggests that once a musician has enough ability to get into a top music school, the thing that distinguishes one performer from another is how hard he or she works. That's it. And what's more, the people at the very top don't work just harder or even much harder than anyone everyone else. They work much, much harder." So it is also true with salespeople. Mastering sales and moving to the top 20% takes a lot of practice, hard work, and discipline.

In the sales process, asking good questions is crucial for finding out where the prospect stands. It's also a great way of handling objections. The author shares a great technique for finding out if the prospect is using price and budget as a put-off. It works like this: if they decline the product or service and claim it's because of the price, ask the prospect, "If this product was the exact price you wanted it to be, would you move forward with the purchase?" If the prospect does not give a "yes" answer, then price isn't really the objection, and they are using that as an excuse. Since reading this, I've put this lesson into practice several times and it works!

The author states that Assumptive Questions are among the most powerful questions in sales. Asking close-ended questions to the customer such as "Are you the decision maker?" often prompts a "yes" reply, and leaves the sales person with nothing left to say or ask. A better approach is "Who else will you be speaking with in regards to this decision?" This ASSUMES there are others involved. Often times, with these types of assumptive questions, the customer will volunteer crucial information that will help close the sale. In reading this, I have discovered the value of assumptive questions, and put them to use more frequently to glean better information from the client. Recently, in an exchange with a client regarding a proposal I provided to them for on-site training, I remember the value of assumptive questions, and asked "Will you want us to deliver the training in August or September?" First of all, this assumes they will in fact purchase the training. If the prospect doesn't refute this fact, it's telling me he's seriously considering moving forward. Secondly, the question is not a yes or no question. It's a question that gives the prospect the choice of either August or September, allowing his answer to expound and provide me with more information. His final answer was that he will get the quote approved and would like the training in September. Bingo!

Building rapport is a core part of the selling process because people buy from people they like, know and trust. Jeffrey Gitomer's book The Sales Bible supports this point. He writes: "There's an old adage that says, "All things being equal, people want to do business with their friends. And all things being NOT so equal, people STILL want to do business with their friends. It is estimated that more than 50% of sales are made and business relationships are kept because of friendship." (pg. 48) I can personally attest to this fact. I like buying from my friends. My personal financial analyst is a good friend of mine. Why? Because I like him, I trust him, I've known him for a long time, and I'm confident that he'll be honest with me and handle my finances correctly. Before hiring him, I interviewed someone else whom I had recently met, to be my personal financial analyst, and I wasn't as comfortable or impressed with him. I felt he was somewhat condescending in his approach. He didn't make me feel good about buying from him. I like to buy from people I like and trust, so I moved on and hired my friend. I know how powerful this lesson can be, and I bear this in mind in my own selling process. I am not out to make friends just to get a sale. I genuinely like people and like making friends, and I know people want to buy from someone they like and trust. If a salesperson's motive is to try to make a friend just to make a sale, people will detect this fake approach very quickly and be turned off. In Brian Tracy's book The 100 Absolutely Unbreakable Laws of Business Success, chapter 7, he writes: "A good sales person will be viewed by the customer as a friend and consultant who is doing what is right and honest for the customer." So true!

In conclusion, the book was a very practical, hands-on approach to inside sales and selling over the phone. The author had personally gone from the bottom 80%, to the top 20% by using these principles, and with this experience he uses the principles and techniques he learned and put to use to teach and direct about what it takes to move to the top. I wouldn't limit recommending it to only inside sales people. I believe all sales people would benefit from the teachings and fundamental principles found in this book.

Happy selling!
Tansino
Is the profession of selling becoming a thing of the past? The book 22 Immutable Laws of Branding points out a market shift that is taking place. The shift is from selling to buying. Branding is becoming so powerful, that it's reducing the need for salespeople. Also, new methods of purchasing, such as the internet, have helped reduced the demand for salespeople. But fortunately for many who are currently in the profession of selling, there is still a need for salespeople, and The Real Secrets of the Top 20% gives techniques, scripts, and strategies for selling over the phone. The author claims from personal experience that learning and using these skills will put you in the top 20% of sales producers in your company.

The Author's philosophy and training is based on the 80/20 rule in sales, which states that 80% of the sales revenue and income in any company or industry is usually made by the top 20% of the sales force. He says that it doesn't matter the industry, product, or service. This rule always applies in sales. I can vouch for this claim. So it is with the company I am with. The numbers show, year after year, that 80% of the sales are made by 20% of the sales force.

The author puts an interesting spin on what it means to practice. He says that practice doesn't make perfect. Practice only makes permanent, and the bottom 80% practice the wrong techniques day in and day out, and get really good at doing the wrong things. All too often, salespeople practice bad habits and inadvertently become good at doing the wrong things. Moreover, those who are successful at selling weren't born with sales talent that automatically catapulted them to the top 20%. Mastering sales takes a lot of practice and hard work. In the book Outliers, chapter two, entitled The Ten-Thousand Hour Rule, the author, Malcolm Gladwell, points out that to master anything, talent alone will not get you there. The author uses gifted musicians as an example, and writes: "...research suggests that once a musician has enough ability to get into a top music school, the thing that distinguishes one performer from another is how hard he or she works. That's it. And what's more, the people at the very top don't work just harder or even much harder than anyone everyone else. They work much, much harder." So it is also true with salespeople. Mastering sales and moving to the top 20% takes a lot of practice, hard work, and discipline.

In the sales process, asking good questions is crucial for finding out where the prospect stands. It's also a great way of handling objections. The author shares a great technique for finding out if the prospect is using price and budget as a put-off. It works like this: if they decline the product or service and claim it's because of the price, ask the prospect, "If this product was the exact price you wanted it to be, would you move forward with the purchase?" If the prospect does not give a "yes" answer, then price isn't really the objection, and they are using that as an excuse. Since reading this, I've put this lesson into practice several times and it works!

The author states that Assumptive Questions are among the most powerful questions in sales. Asking close-ended questions to the customer such as "Are you the decision maker?" often prompts a "yes" reply, and leaves the sales person with nothing left to say or ask. A better approach is "Who else will you be speaking with in regards to this decision?" This ASSUMES there are others involved. Often times, with these types of assumptive questions, the customer will volunteer crucial information that will help close the sale. In reading this, I have discovered the value of assumptive questions, and put them to use more frequently to glean better information from the client. Recently, in an exchange with a client regarding a proposal I provided to them for on-site training, I remember the value of assumptive questions, and asked "Will you want us to deliver the training in August or September?" First of all, this assumes they will in fact purchase the training. If the prospect doesn't refute this fact, it's telling me he's seriously considering moving forward. Secondly, the question is not a yes or no question. It's a question that gives the prospect the choice of either August or September, allowing his answer to expound and provide me with more information. His final answer was that he will get the quote approved and would like the training in September. Bingo!

Building rapport is a core part of the selling process because people buy from people they like, know and trust. Jeffrey Gitomer's book The Sales Bible supports this point. He writes: "There's an old adage that says, "All things being equal, people want to do business with their friends. And all things being NOT so equal, people STILL want to do business with their friends. It is estimated that more than 50% of sales are made and business relationships are kept because of friendship." (pg. 48) I can personally attest to this fact. I like buying from my friends. My personal financial analyst is a good friend of mine. Why? Because I like him, I trust him, I've known him for a long time, and I'm confident that he'll be honest with me and handle my finances correctly. Before hiring him, I interviewed someone else whom I had recently met, to be my personal financial analyst, and I wasn't as comfortable or impressed with him. I felt he was somewhat condescending in his approach. He didn't make me feel good about buying from him. I like to buy from people I like and trust, so I moved on and hired my friend. I know how powerful this lesson can be, and I bear this in mind in my own selling process. I am not out to make friends just to get a sale. I genuinely like people and like making friends, and I know people want to buy from someone they like and trust. If a salesperson's motive is to try to make a friend just to make a sale, people will detect this fake approach very quickly and be turned off. In Brian Tracy's book The 100 Absolutely Unbreakable Laws of Business Success, chapter 7, he writes: "A good sales person will be viewed by the customer as a friend and consultant who is doing what is right and honest for the customer." So true!

In conclusion, the book was a very practical, hands-on approach to inside sales and selling over the phone. The author had personally gone from the bottom 80%, to the top 20% by using these principles, and with this experience he uses the principles and techniques he learned and put to use to teach and direct about what it takes to move to the top. I wouldn't limit recommending it to only inside sales people. I believe all sales people would benefit from the teachings and fundamental principles found in this book.

Happy selling!
Reemiel
Mike Brooks knows what he's talking about in this book. To put briefly, invest your time in prospects that are worth it and don't waste your time on customers that aren't. Over time, you'll know the difference between the two and how to sell to the ones that are going to leverage your time and assets more profitably.

This is a short, yet helpful guide for sales people of all different levels of expertise. I found it to be extremely helpful being in sales for two years and I think the advice goes well in general applications of life too.
Reemiel
Mike Brooks knows what he's talking about in this book. To put briefly, invest your time in prospects that are worth it and don't waste your time on customers that aren't. Over time, you'll know the difference between the two and how to sell to the ones that are going to leverage your time and assets more profitably.

This is a short, yet helpful guide for sales people of all different levels of expertise. I found it to be extremely helpful being in sales for two years and I think the advice goes well in general applications of life too.
Malogamand
This book discussed some great tactics that are honestly common sense. I caught myself using some of them already, and some I’d never even thought of. Everything will not always apply or stick with you but I guarantee you will find much useful. This book will help you change your mindset, get the right practices in place, and turn your fear of the phone off. I used to be scared to get on the phone, but now I embrace It and I am excited to speak to my next client. It’s so funny to me that just a few weeks ago, I was scared and lost. I’ve been in sales for close to ten years, and honestly, I had no idea why until I read this book. If you’re feeling like giving up, or lacking motivation, then read this book before you decide what to do. I promise, you won’t regret It.
Malogamand
This book discussed some great tactics that are honestly common sense. I caught myself using some of them already, and some I’d never even thought of. Everything will not always apply or stick with you but I guarantee you will find much useful. This book will help you change your mindset, get the right practices in place, and turn your fear of the phone off. I used to be scared to get on the phone, but now I embrace It and I am excited to speak to my next client. It’s so funny to me that just a few weeks ago, I was scared and lost. I’ve been in sales for close to ten years, and honestly, I had no idea why until I read this book. If you’re feeling like giving up, or lacking motivation, then read this book before you decide what to do. I promise, you won’t regret It.
FailCrew
I love this book because it is full of scripts you can start using immediately. It doesn't contain a lot of promises like most books and no details how to put the info into motion. As an engineer I appreciate actual info I can put to use, exactly what you'll find here.

That said, its not a magic bullet. You won't sell every person or even stop the hang ups. But of the many books I've read I appreciate this one the most.

If you think your scripts could use some work, or you just "wing it" when you make calls I highly recommend this book. Short and concise, no fluff.
FailCrew
I love this book because it is full of scripts you can start using immediately. It doesn't contain a lot of promises like most books and no details how to put the info into motion. As an engineer I appreciate actual info I can put to use, exactly what you'll find here.

That said, its not a magic bullet. You won't sell every person or even stop the hang ups. But of the many books I've read I appreciate this one the most.

If you think your scripts could use some work, or you just "wing it" when you make calls I highly recommend this book. Short and concise, no fluff.
elektron
Finally,a book written specifically for inside sales that provides much more than the obvious sales-speak. I've used Mike Brook's material for two years now, and recently decided to give it a re-read again to stay sharp. Obviously, nobody will find every individual scripted line to be pertinent. But let me tell you something, there are three scripted rebuttals that Mr. Brooks provides that, for me, have made a tremendous impact on my sales numbers. It's alarming how well his techniques work.

Another reviewer slammed his tactic of disqualifying prospects...I couldn't disagree more. Thanks to this book and Mike Brooks, I no longer waste time and energy on those prospects that will never come around (if you've been in sales any length of time, you know that feeling in your stomach, don't you? the time-waster?). In the past, I'd hold on to that lead, thinking maybe I could turn him? Now I move on, empowered to disqualify bad leads and spend more time presenting to qualified candidates.

Buy this book. Read it immediately. Script your rebuttals. Make those dials.
elektron
Finally,a book written specifically for inside sales that provides much more than the obvious sales-speak. I've used Mike Brook's material for two years now, and recently decided to give it a re-read again to stay sharp. Obviously, nobody will find every individual scripted line to be pertinent. But let me tell you something, there are three scripted rebuttals that Mr. Brooks provides that, for me, have made a tremendous impact on my sales numbers. It's alarming how well his techniques work.

Another reviewer slammed his tactic of disqualifying prospects...I couldn't disagree more. Thanks to this book and Mike Brooks, I no longer waste time and energy on those prospects that will never come around (if you've been in sales any length of time, you know that feeling in your stomach, don't you? the time-waster?). In the past, I'd hold on to that lead, thinking maybe I could turn him? Now I move on, empowered to disqualify bad leads and spend more time presenting to qualified candidates.

Buy this book. Read it immediately. Script your rebuttals. Make those dials.
Kahavor
Great book.
I read the reviews this morning, downloaded immediately, and 4 short house finished the book.
I am a regional manager for a national finance company, and I'm excited to implement what I learned in this book.
It gets right to it, not a ton of sales psychology, or long winded nonsense, this is a great book for beginners and experienced sales dogs like myself.
Pros: fun, short, concise.
Cons: none yet.

Happy selling.
Kahavor
Great book.
I read the reviews this morning, downloaded immediately, and 4 short house finished the book.
I am a regional manager for a national finance company, and I'm excited to implement what I learned in this book.
It gets right to it, not a ton of sales psychology, or long winded nonsense, this is a great book for beginners and experienced sales dogs like myself.
Pros: fun, short, concise.
Cons: none yet.

Happy selling.
So far great book! I a get motivated and want to apply it every time I read.
So far great book! I a get motivated and want to apply it every time I read.