In his new book, The Real Secrets of the Top 20%, Mike brooks let’s us into the inner sanctum of inside sales greatness. Dubbed Mr. Inside Sales, his story and advice clearly shows us how he was awarded the name.
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Delivery: 8
Mike provides a clear and simple path to spelling out how to get into the top 20% of any sales team. It is esily digested and for those new to sales a revelation on how to make a lot of money. For those who have been around a lot longer, his delivery is like a cup of tea we have not had in a while and forgot how enjoyable it was. He might get us drinking tea for a few days if not a lot longer.
Here is an example of his clear and straight forward dialog,
“The importance of scripts
Whenever the subject of scripts comes up, people usually have definite opinions. They either love them or hate them. Those who wouldn’t be caught dead using scripts like to point to those pesky telemarketers who call at night and sound stilted and computer like. “I hang right up on them,”
They say. “I’d never read a script. It’s totally unprofessional.”
On the other hand, there are people (like me) who understand that some scripts, used in the right context, are exactly what separates the top 20% from the bottom 80% who are ad-libbing their way through calls. The bottom line is that even if you are not physically reading a script, chances are you say the same things over and over again. And, chances are, if you haven’t taken the time to plan out and script the absolute best, most effective, proven responses to the situations, objections, red fl ags, and reflex responses you get day in and day out, then you truly are winging it. And winging it is why so many salespeople crash and burn.”
Concept: 9
I have read many books on the 80/20 rule, and many more on how be a super star inside sales rep. While many of them have some good points, no one has ever made the hand book so easy to use. The concept of a single book with all the answers was long overdue and it is now with us.
Message: 9
Again, an amazing repository of several decades of inside sales wisdom. Mike has blessed us with a tome that simply shares with us how he did it, how he has helped others do it, and now how you can do it just by turning the page. He shares tips that would often take years of different trainers and mentors to gather.
Overall: 8.5
Without a doubt this book is a must buy for anyone working in inside sales who is not over achieving at a rate of 125% or greater. It has all the tips, all the advice, all the tools necessary to become one of the greats on my team.
