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The SalesBuzz.com Blog

When Prospects Go Silent, Try this to get a response…

“How do you get prospects that go silent to re-engage with you?” I’ve found that using a little humor will go a long way into getting your “missing in action” prospect to call you back. The key is to have your message stand out and separate yourself from the rest of the sales pack that […]

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How to Get Referrals from Your Existing Clients

“What’s the Best Way to Get Referrals from Your Existing Clients? Our sales team is calling and asking the “WHO DO YOU KNOW?” question but we aren’t having much success.” I’m not a fan of the “Who do you know?” question for two reasons: It puts your client on the spot when they weren’t prepared […]

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Lost a Deal to Your Competitor? Read this…

“I just lost a deal to a competitor. Our program is more robust and I even offered our solution to them for less than what they ended up paying for the other solution. What should I do?” If the other deal is finalized, it would be in your best interest to quickly review the steps […]

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Sales Voicemail Statistics – Is leaving a message worth it?

“Can you PROVE that leaving voicemails are worth it? What have you found to be the average % of returned calls? What are the statistics?” Here’s my concern with your question… Are you looking for stats to defend your stance to not leave voicemail messages? Or are you truly looking for data to determine if […]

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Are You Making Too Many Contact Attempts?

“How many attempts should I make to connect with a prospect before moving on?” I’ve read statistics that says it takes 6, 12 even 18 attempts to reach a prospect. But here’s the thing, I don’t use one rule across all lead types. I believe it is best to analyze the lead to determine how […]

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Cold Calling: Better Price. Still No Sale. Here’s Why…

“How do you respond to a prospect that uses your company for pricing leverage against a current supplier? Company’s that I prospect (cold call) and have quoted 10-15% lower than their current supplier agree to buy from our company but then later tell me their current vendor matched or beat my quote.” If this is […]

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THE MOMENT THAT CHANGED THE WAY I SELL

Stories from the Sales Floor invites today’s top sales professionals, pioneers and thought leaders to share their knowledge. This backstage pass gives you access to accounts and anecdotes never told before that will not only educate and inspire, but also entertain. Here’s a clip from hosts Brandon Redlinger from PersistIQ and Ben Sardella from Datanyze asking Michael […]

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2nd Sales Call “No-Shows” – Why prospects break their commitment

I’m having issues with prospects not answering for our scheduled phone call. We have discussed initial information and because of the complexity of our services a follow up call is usually necessary. The number of people that do not answer the phone for that scheduled call is ridiculously high to me, any tips in fixing […]

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Can You Fix My Voicemail Message?

“I’m struggling with getting callbacks from my voicemail messages. Our software market is in Law Enforcement, Public Safety, Fire/EMS, and Government and I’m not getting any call backs. Can you help? A copy of my voicemail script is below.” OK… I’ve read your current voicemail script. Let’s see if we can make a few tweaks […]

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The “Just email me something” Blow-off

“How do you handle the “Just email me something” blow-off?” If you are hearing “just email me something” on a regular basis, your sales process is causing that to happen. Having a snarky response prepared means you aren’t fixing the real problem. The reason most sales people get that response is because they: Get the […]

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