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The SalesBuzz.com Blog

Getting Decision Makers to Return Your Call

Sales Question: “MY TARGET AUDIENCE IS SMALL BUSINESS OWNERS – THEY ARE VERY HARD TO GET A HOLD OF. HOW DO I GET THEM TO RETURN MY CALLS?” Based on your question, I’m assuming you are trying to get a hold of them for the first time (as opposed to making a follow-up call). The […]

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Why You Hate to Cold Call And What to Do About It

Sales Question: “I hate cold calling. But I love to Sell. Am I doomed?” Answer: If you’re like me, it’s not so much the fact of “cold calling” that you hate, it’s the results (or lack of) that has you filled with despise. If 8 out of 10 cold calls resulted in a sale, I’m […]

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Unqualified Leads: Follow-Up or Forget?

Sales Question: “What Should I do With My Unqualified Leads? Should I continue to follow-up or just forget them?” Answer: Depends on your definition of unqualified. For me, a prospect needs to have three things in order to be qualified: A problem that I can help them solve; Power to make or at least influence […]

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Prospecting: Email or Call First?

Sales Prospecting Question: “I’m more comfortable sending emails first to new prospects rather than calling and interrupting their day but my manager says its better to call first… who’s right?” Answer: Well, couple things here… 1) When you say “you’re more comfortable” emailing a prospect first, how do you mean, exactly? Most times when I […]

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Eliminating Common But Not So Obvious Opening Value Statement Mistakes

“I’m having a hard time getting getting past step one with prospects… How can I get them to open up and be willing to have a conversation with me?” Your opening value statement plays a critical role in advancing the sales process. It is what you say after “Hello, this is…” that will determine if you […]

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Tired Of Cancelled Conference Calls?

“What can I do to keep prospects from canceling our conference call?” I could probably write a small book on this one subject alone… or at least a really deep chapter. So what I will share with you here instead is one small step to add in your sales process that will be easy to […]

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How to Make the Hardest Part of Cold Calling Easy

“My hardest part of cold calling is rapport building. I try to learn something personal about them before the call so I can connect with them without sounding fake. Any tips on how to sound sincere?” Hmmm… So you want to do something fake but not sound fake? Let’s call a spade a spade. Trying to […]

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The “HOW MUCH IS IT?” Question

“What should I do when a prospect asks the “HOW MUCH IS IT?” question? No matter how I answer, they never buy.” The “How Much Is It” question can be a dangerous one for sales people to handle because there are different scenarios that this question can come up, and each one needs to be […]

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How to do the “Hand-Off” and Close the Sale

“We broke our inside sales team into two groups – BDR’s (Business Development Reps who prospect and qualify leads) and SAE’s (Sales Account Executives who present and close the leads the BDR’s say are qualified). The problem is with the hand-off from BDR to SAE. How do you get the prospect re-focused and back in […]

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What to Say On Your 2nd Voicemail Message

“Should I leave a 2nd voicemail message? And if so, what would I say?” Yes, you should leave a 2nd voicemail – but you have to know EXACTLY what to say. Here’s a 13-minute webinar that breaks down why you should leave a 2nd voicemail AND what your 2nd voicemail should say. You can access that […]

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