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The SalesBuzz.com Blog

Have I Caught You at a Good Time – Cold Calling Debate

Should inside sales reps ask “Have I caught you at a good time?” or “Is now a good time?” when the contact first picks up the phone? This was a recent question on a LinkedIn sales group. I was quite surprised at some of the answers / responses given by other sales reps / experts. […]

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Prospect Is Disappointed I Called – What Do I Do?

“What do you do when you call a prospect back and you can tell by the tone of their voice that they don’t want to talk to you, even though you had a good call with them previously?” So just to clarify… You’ve spoken with the prospect before, the previous call(s) seemed to go well […]

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How to Respond When a Prospect Says “I Got Your Message, I’m Not Interested”

“What do I do when I finally get ahold of a prospect I’ve been chasing and they respond with – “I got your message, I’m not interested”?” Answer: If you hear this response from prospects regularly, you have a bigger problem at hand because it means your original message is missing the mark. Missing the […]

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Sales Presentation Help: The REJECTION EMAIL – B2B Inside Sales

Sales Question: “How do you deal with getting a rejection email (Such as: Thank you for presenting the benefits of your program. After careful consideration we do not feel that this is the right time for us to be pursuing your offerings) after giving a presentation a few days earlier?” Answer: When this happens there […]

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How Many Dials Per Day get the Best Sales Results?

“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 the other, […]

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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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