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The SalesBuzz.com Blog

Cold Calling: Better Price. Still No Sale. Here’s Why…

“How do you respond to a prospect that uses your company for pricing leverage against a current supplier? Company’s that I prospect (cold call) and have quoted 10-15% lower than their current supplier agree to buy from our company but then later tell me their current vendor matched or beat my quote.” If this is […]

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THE MOMENT THAT CHANGED THE WAY I SELL

Stories from the Sales Floor invites today’s top sales professionals, pioneers and thought leaders to share their knowledge. This backstage pass gives you access to accounts and anecdotes never told before that will not only educate and inspire, but also entertain. Here’s a clip from hosts Brandon Redlinger from PersistIQ and Ben Sardella from Datanyze asking Michael […]

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2nd Sales Call “No-Shows” – Why prospects break their commitment

I’m having issues with prospects not answering for our scheduled phone call. We have discussed initial information and because of the complexity of our services a follow up call is usually necessary. The number of people that do not answer the phone for that scheduled call is ridiculously high to me, any tips in fixing […]

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Can You Fix My Voicemail Message?

“I’m struggling with getting callbacks from my voicemail messages. Our software market is in Law Enforcement, Public Safety, Fire/EMS, and Government and I’m not getting any call backs. Can you help? A copy of my voicemail script is below.” OK… I’ve read your current voicemail script. Let’s see if we can make a few tweaks […]

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The “Just email me something” Blow-off

“How do you handle the “Just email me something” blow-off?” If you are hearing “just email me something” on a regular basis, your sales process is causing that to happen. Having a snarky response prepared means you aren’t fixing the real problem. The reason most sales people get that response is because they: Get the […]

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How to Gain Sales Confidence When You’re Not Closing

“How do you gain sales confidence when you aren’t closing business? I’m starting to doubt that sales is for me.” OK, first things first… Take a deep breath and realize that all great sales people have at one time or another been so frustrated, fearful and discouraged, even to the point of wondering if a […]

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Cold Call Anxiety – Here’s How to Overcome It!

I get very nervous when I have to make cold calls – any tips on how to overcome my anxiety and fear of cold calling? I know that feeling. I know it like an old friend (or arch enemy). It used to be so bad for me that I would get nauseas on the way […]

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3-Steps to Improve Individual Sales Numbers

“Other than improving specific sales techniques, what other advice do you have that may help improve an individual’s sales numbers?” 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) Tone / Enthusiasm Level The tone of […]

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How to Sound More Natural on the Phone in 3 Easy Steps

“What can I do to get my sales reps to sound more natural on the phone when making sales calls? This is a problem all sales reps at one time or another have had to conquer. Here are three things I did to get my sales calls to sound more conversational: 1) Know the Road […]

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What to do when speaking with a Non-Decision Maker

“How do you get a Non-Decision Maker to put you in contact with the real Decision Maker?” Ideally salespeople want to only be calling the real decision makers, however, that is simply not a reality. Interacting with non-decision makers is a daily occurrence for B2B salespeople no matter if they sell by phone or face-to-face. […]

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