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The SalesBuzz.com Blog

The Sales Prospecting Death Trap

Everything starts with prospecting. If you don’t have a prospect to call on, you can’t make a sale. And if you’re a salesperson, “no sale” means “no money”. Early on in my sales career, I hated and feared the word Prospecting. It conjured up images of randomly knocking on people’s doors or calling their homes […]

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Filled with Sales Call Anxiety? This may help…

“I’m new to inside sales and get very nervous before making calls… What Can I Do to Reduce My Sales Call Anxiety?” I need to share a personal story with you. Early on in my sales career as a straight commissioned inside sales rep, I used to suffer from the same sales call anxiety you […]

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What to Do When a Prospect Says NO THANKS!

“What Do I Say When the Prospect Rejects My Opening Value Statement? I have a new opener that works very well for me, but occasionally a prospect will say “No, Thanks” – What should I do?” EDITORS NOTE: An OPENING VALUE STATEMENT or OPENER is what you say to a prospect on a first-time call […]

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Who is Michael Pedone?

Want to get to know Michael Pedone? Jeffrey Gitomer: Michael Pedone is an expert in all forms of prospecting and he loves to discuss cold calling, where it’s been and where it’s going. In this episode Michael describes his new formula for cold calling and why you shouldn’t be afraid to pick up that phone […]

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How Often Should You Leave Voicemails for Prospects?

How Often Should You Leave Voicemails for Prospects? Once a week, every 3 days, etc? This is a popular question I know I’ve answered before but in case you missed it, I have a simple rule to follow with respect to the number of voicemail messages I leave and that is: I don’t chase prospects […]

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New School Cold Calling with Michael Pedone

Jeffery Gitomer: Our guest this week is Michael Pedone, CEO and Head Instructor at Salesbuzz.com. Michael is an expert in all forms of prospecting and he loves to discuss cold calling, where it’s been and where it’s going. In this episode Michael describes his new formula for cold calling and why you shouldn’t be afraid to pick […]

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Sales Mindset: Motivation Tips for Selling by Phone

Article by Michael Pedone Having the right sales mindset and motivation to pick up the phone day in and day out is a huge challenge for most sales reps because the rejection level can be so high, it doesn’t take long for call reluctance to set in. And it’s awfully hard to make a living […]

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How to Win Against Your Competition

Michael, I took your class a few months back and I have a question, hoping you can help with. I’m in a situation where my company and 2 other vendors are in a competition for a sale. I’m wondering if you have any advice on how best to engage with the buyer to put us […]

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Gatekeeper Sales Tips: What to say when…

“What do you say to a gatekeeper who won’t patch you through to your prospects voicemail and wants to take a message instead?” If you OCCASIONALLY run into a gatekeeper that won’t even put your call to voicemail, you would leave the same message with the gatekeeper that you would have left on the prospects […]

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How to Sound More Natural on the Phone in 3 Easy Steps

“What can I do to get my sales reps to sound more natural on the phone when making sales calls? This is a problem all sales reps at one time or another have had to conquer. Here are three things I did to get my sales calls to sound more conversational: 1) Know the Road […]

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