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The SalesBuzz.com Blog

How to Get OUT of a Sales Slump

SALES QUESTION: “I’m in a sales slump and in serious jeopardy of falling too far behind to hit my annual sales quota. What should I do?” SALES ANSWER by Michael Pedone This is a problem all sales people run into at some point in their career. And if you’re a straight commissioned, or heavily commissioned […]

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How Many Dials Per Day get the Best Sales Results?

Sales Question: How Many Dials Per Day get the Best Sales Results? I’ve written about this numerous times in the past and my answer is still the same. I’ve been most successful when consistently making: 60-dials and/or 3-hours of talk time per day. Now before anyone throws a fit over those numbers one way or […]

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Daily Sales Call Volume: Should I Use an Auto Dialer?

Sales Question: “I’m an entrepreneur who’s struggling to consistently make the number of outbound sales calls per day that I need to make so I’m considering getting an automatic dialer in which I can have the calls made automatically while I just speak when someone comes on the line. Can you share any thoughts on […]

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When Cold Calling, Should I Email First or Call First?

Sales Question: Is it a good approach to email a lead some information about our product/company prior to making a call?” Let’s see if we can find the right answer by asking a few questions first… How many emails per day do you think your prospect gets on average? (It’s a lot) Out of all […]

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Are You Making Too Many Sales Calls?

Sales Question: “I read that it takes an average of 12 touches before a prospect will buy from you. I don’t want to be a pest so I try and spread out my sales calls but lately it seems all I’m doing is calling the same old leads that never call me back. Am I […]

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The “We’re Currently Working With Someone” Objection

Sales Question: “How should I respond when, after I do my introduction, the Gatekeeper says – “We’re Currently Working With Someone” How do you overcome that?” SalesBuzz Answer: By Michael Pedone Well, do you want to “overcome” the objection or “eliminate” it from happening? There’s plenty of sales advice out there on how to respond […]

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Voicemail Sales Techniques – When to Leave a 2nd Message

Sales Question: “What is the elapsed time you should allow between your 1st voicemail message and your 2nd voicemail when calling a prospect? I don’t want to seem desperate but I do want to shorten the sales process.” SalesBuzz Answer: By Michael Pedone This will primarily depend on the “lead type”. Here’s a guideline I […]

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Prospecting Sales Tips: When’s the Best Time to Prospect?

“I’m responsible for generating my own leads. When’s the best time of the day to prospect and make new sales calls?” SalesBuzz Answer Prospecting and making sales calls are two separate activities. Most sales people make the mistake of viewing them as one activity by searching for a lead, find a lead, call the lead, […]

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3-Steps to Improve Individual Sales Numbers

Sales Question: “Other than improving specific sales techniques, what other advice do you have that may help improve an individual’s sales numbers?“   SalesBuzz Answer: By Michael Pedone That’s a pretty wide-open request but here are a few areas that new sales people need to excel in and veteran sales people might need reminding of: 1) […]

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The Best Way to Handle the “I want to think about it” Objection

Sales Question: “I frequently get to the close only to hear the prospect say “I want to think about it” – I’ve tried numerous rebuttals but nothing seems to really work. Any suggestions?“ SalesBuzz Answer: By Michael Pedone The best way to handle the “I want to think about it” objection is to make sure you […]

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