Journey To Success Radio Interview with Mr Inside Sales Mike Brooks
Journey To Success BlogTalkRadio host Taylor Tagg had the privilege of interviewing Mr Inside Sales Mike Brooks who shared 3 steps to building a MultiMillion Dollar Inside Sales Team as well as his views on the work of Napoleon Hill, author of Think and Grow Rich.
About Mike Brooks
It started for me in 1987 after a failed attempt to own and operate a nightclub. Boy was I on the ropes. I had just blown every dime I had, maxed out every credit card and worked for seven months only to finally realize that the club wasn't going to make it. I had hit rock bottom.
I crawled back to my job selling investment securities over the phone and started cold calling. After a month of rejection with no deals, I was ready to quit that too.
What was I doing wrong I wondered? Was it just that I wasn't cut out for sales?
I'll never forget that Friday when the Company held their monthly bonus lunch. Once again the same three closers marched up to receive their bonus checks and other bonuses. These were the same three closers, by the way, who drove the new Porsches and Mercedes that were parked in front.
As they walked by me with their broad smiles, I looked down and something inside told me that if I quit now I would be a quitter of the rest of my life.
I don't know if it was pride or shame or what, but I committed right then and there that I was going to do whatever it to hook to be a top producer.
I looked at these top producers and I said to myself,
"If they can do it, I can do it better."
I resolved to learn everything I could about how to close sales over the phone.
And that's what I did.
I invested in the Top Inside Sales Training tapes I could find, I listened to them over and over again, and most importantly, I applied what I learned. Some of the things I learned were:
The Importance of Recording Myself
The Importance of Using Prepared Scripts and Outlines
How to Qualify Properly
How to Listen
How to Use Trial Closes to Take My Prospect’s Pulse
How to Discover Their Unique Buying Motives and to Tailor My Closing Presentation Exactly to That
And I Learned How Assume the Sale and ASK FOR THE ORDER
I relentlessly critiqued myself and consciously focused on getting better on each and every call. I also learned what I believe to be the most important aspect of success –
I Developed a Can Do, Expectant Attitude. I Began Seeing Myself As a Top Producer and Began Expecting to Close Deals.
AND I DID.
In 60 days I went from barely being able to close the office door behind me in the morning, to one of the top three closers for that month. And 30 days later I was the top closer in the office.
By the end of that year, I was No. 1 out of five Southern California branch offices!
That year alone I've won bonuses of a black Movado watch (which I still have), a black onyx /diamond closer ring, cash bonuses, and of course all the money that went along with closing all that business.
The yearly bonus for top producer was a convertible red Corvette to drive for the year, and I parked it in the garage of my new house next to my Mercedes.
And I also won a trip to Maui, which I fell in love with and still visit every year.
I QUADRUPLED my sales and income that year, and DOUBLED IT EACH OF THE NEXT 3 YEARS, by applying the skills, techniques and strategies I learned and continue to teach to this day.
I was then made sales manager and trainer, and I’ve been teaching other closers how to have the same success selling over the phone ever since.
If you would like to host the occasional show on the Journey To Success network email me for more details.