The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top telesales reps. They have tried everything, they tell me.  They check references, review similar work experiences, talk to ex co-workers, hold multiple job interviews, and sometimes they even spring for some high priced fancy telesales aptitude matrix tests.

Even with all that, however, many sales managers still haven’t found a way to identify who will actually perform well and work hard, versus who will merely show up, take up space and drive up costs by sending out brochures, running up phone bills, squandering leads etc.  “How can you tell?”  They ask me.

Well I’ve got good news for you.  There is one telesales technique that I’ve used successfully for years that will immediately separate who is for real and who’s not.  It doesn’t require any special tests, it can be done on the first interview, and it will always tell you what kind of sales rep you have in front of you. Here’s what you do:

During the course of the interview simply describe the service or product you’re selling, and ask them if they think they would do well selling it.  Almost all that will say, “Oh, of course!”  (Those who don’t, dismiss immediately!)

After that, tell them you want to get an idea of how they would handle some of the common objections you get with this sale, and then give them a couple of objections (one at a time, of course) and let them respond to them. That’s it! Several things happen here — all of which accurately reveal what kind of sales telesales rep you’re dealing with.  They usually have fallen into three categories:

The “A” Players — Top reps, or telesales reps who are well-trained and confident, will handle each objection with a recognizable rebuttal, and the really good ones will even ask for the sale at the end.  You will instantly know who they are.  You hire these reps right away.

The “B” Players — This group of telesales reps will also answer the objections, but their responses will be less polished.  With this group the lack of any formal training will show through, and you will be faced with the decision of whom you think can or can’t be trained.  Part of this group will be uncomfortable with the objections and you will be able to tell that they probably never will be comfortable with them. Your choice of who to hire from this group should be pretty clear.

The “C” Players — A common response from this group will be something like this:  “Well, I really don’t know your product so I really wouldn’t be able to answer these objections.” What they’re really saying, of course, is that they have no idea how to respond to an objection, they have no confidence, and the reason they are here looking for a job will be glaringly clear to both of you.  You pass on this group altogether.

Try this powerful technique during your next interview.  You will be amazed by how well it works.  Simply give them an objection, then sit back, listen and observe.

You will know instantly if you’re dealing with a real closer or someone who is just going to fill a chair.  Happy hiring!

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: www.MrInsideSales.com

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The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

Most telesales 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 telesales reps ask me how they should handle objections, they are often surprised by my answer.  I tell them they should never answer objections.  When they look at me like I’m crazy, I explain:

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This is a Guest Post from Paul Archer, of Archer Training.

Move Backwards

When you first meet a customer in person, move backwards about a foot as soon as you make eye contact. This is a great little technique to show that you are nonthreatening and do not want to put them under any undue pressure.

It gets the meeting off to a relaxed and level beginning. Try it next time you meet a customer particularly in a retail environment where customers expect pushy salespeople…it works.

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The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

Sounds too good to be true, doesn’t it?  Stan Billue, a top telemarketing sales trainer in the late 80’s, claimed that he had a sure fire telesales technique that could double your sales in 90 days if you just followed it. So I did.  And it worked! Read the full story

This is a Guest Post from Paul Archer, of Archer Training.

Christmas is almost here and I’m so excited. I love Christmas so here’s a smashing little tip which will be very useful if you ever ask questions when selling. And let’s face it, who doesn’t.

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The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

I talk a lot about the cold calling techniques that separate the Top 20% of the money earners from the other 80%.  As you know, my Ezine is dedicated to providing you, often word for word, with the exact tools, tips and strategies that you can use to become a Top 20% producer.  And today I’m going to share with you one of the most effective and easiest telesales ways to double your sales. And it has to do with what you say when you call a telesales prospect back to close the sale.

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This is a Guest Post from Paul Archer, of Archer Training.

Hello, we all like trade secrets don’t we so today I’m going to let you into a trade secret from the telesales industry. It’s a goodie too. Read on and I’ll explain.

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The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

A few weeks ago, my neighbor put in a new driveway using beautiful paving stones that dramatically improved the look of his property.

Comparing my old asphalt driveway, I quickly went over to one of the installers and asked for an estimate.  “You have to call our office,” he explained as he gave me their business card.

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This is a Guest Post from Paul Archer, of Archer Training.

Hello isn’t the weather just rotten outside. Enough for you to want to curl up in front of a warm log fire and go to sleep. Unfortunately this sense of sleepiness may face us when presenting in public. I hope not but in case you’re a little bit concerned, do read on.

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The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

Have you ever sat at your desk, shuffled your leads, looked at the clock thinking that lunchtime was way too far off, and then prayed for the phone lines to go dead? Has the phone ever seemed like a 500-pound weight?  If so, then you know what call reluctance is.

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