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The SalesBuzz.com Blog

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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How Your Story Can Increase Sales

“How do you take the theory of “People Buy from People they Like” and turn it into more sales?” Short Answer Is: Tell your story, to the right prospect at the right time. Longer explanation: Most salespeople try and get prospects to “like” them and it often comes out as being insincere. And if prospects […]

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Costly Voicemail Mistakes and How to Fix Them

What would happen if a recording of the last voicemail message you left with a prospect was available here for all of us to listen to? Would the majority of your peers reading this give you kudos or would constructive criticism be in order? Or would there be no recording because instead of leaving a […]

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Qualifying: The Warm Lead Challenge

“I have too many prospective requests coming in and I’m finding it hard to keep up. Warm leads sometimes come in so fast and furious perhaps this is a good problem to have, but it can be somewhat frustrating, as I’d like to benefit from each and every request although it isn’t always possible. What […]

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Prospecting? How Many Times Should You Call?

“What is the number of times a Sales Development Rep (SDR) should attempt to contact a prospect before moving on?” Before you put a system in place for your inside sales reps to follow, you may want to consider that the lead temperature will have a factor in how many times an SDR will reach […]

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