Real Secrets of the Top 20%

Secrets to Assuming the Close You know I talk a lot about the techniques that separate the Top 20% of the money earners from the other 80%.  As you know, this Podcast is dedicated to providing you with the tools, tips and strategies that you, too, can use to become a Top 20% producer. And today I'm going to share with you one of the most effective and easiest ways to double your sales.  And it has to do with what you say when you call a prospect back to close the sale. Here's what 80% of the inside sales reps currently say: "Oh hi, this is _______ with the XYZ Company.  I'm calling to follow up on the  (proposal, information, etc.).  Did you have a chance to review that?" Or, another equally weak opening most sales reps use is: "Hi, this is ________ with the XYZ Company, how are you?  Good, I was just calling to see what you thought of the (proposal, information, etc.)?" Wrong, wrong, wrong!  I cringe when I hear sales reps open the close this way!  First, you