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The SalesBuzz.com Blog

The “Butterflies” Cold Call

“I get really, really nervous every time I have to pick up the phone and make a cold call. How do I solve that?” This is a great question. I’ve made over 100,000 cold calls in my sales career and I have a little secret for you… I still get the “butterflies” every time I […]

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Is there room for more?

“Is there someone in your field who is achieving more than you are, right now?” Today, instead of answering one of your sales questions, I’d like to ask you a question: Is there someone in your field who is achieving more than you are, right now? Someone who is being more successful? I’m asking not in […]

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Three Questions Inside Sales Reps Should Ask Themselves Before Making An Outbound Call

“I’m starting a new sales position in a different field than what I’m used to… How do I know what to say?” Answer: Here are 3 questions to ask yourself before picking up that phone for the first time that will help set you on the right path: 1) Do You Know the NAME/TITLE of […]

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How Would You Respond to This Email?

SALES QUESTION: How would you respond to this email: “Thank you for your email. We are not interested in pursuing your offer at this time. We will retain your contact information for future reference should there be a need.” ANSWER: Well first, I would need to see the email you sent them that caused this […]

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Precall Planning: How Much Do You Really Need to Know Before Making a Sales Call?

“I have several inside sales reps on my team that are NOT making quota. Their output (dials) is consistently low – but they say they are doing “smart calling” and researching their prospects first. My question is this: how much do you really need to know before making a sales call?” Answer: Well, the biggest […]

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The “Can You Send Me Some Literature?” Blow-off

“One of the push backs I get when calling and trying to set initial appointments is “Can you send me some literature?” Can you share how you handle that response and what success you have had?” Answer: The best way I’ve found to handle the “Can you send me some literature” response is to realize […]

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Is Your Follow-Up Sales Call Strategy Failing You?

SALES QUESTION: “Should I still follow up with a prospect even after they have said “NO” to what we have to offer?”  Sales Answer: Well for starters lets identify that there are two types of “follow-ups”. One is when you are following-up with an active prospect. Meaning the sales dialogue is still happening and progressing […]

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New Leads Not Calling You Back? This May Be Why…

“We follow up on new leads that register for a free trial of our SaaS and I’m having a hard time getting them to call or email me back. I would expect that if the leads were cold but these are warm leads (hand raisers). Are we just getting bad leads?” This is a common […]

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Emails Before Sales Calls

“Should I Cold Email My Prospects Before Calling?” I get this question a lot. I understand it. Most sales reps are tired of getting rejected when selling over the phone. It’s natural to look for a solution that minimizes our own pain. Unfortunately, cold emailing a prospect before calling them only lessens the pain of […]

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How to Build Trust Over the Phone

  “I make cold calls and sell our services over the phone. One of the top objections I get is – I’VE NEVER HEARD OF YOUR COMPANY BEFORE – How can I build trust and overcome this objection?” This was a familiar objection for me when I first started selling by phone. In solving this […]

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