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The SalesBuzz.com Blog

When NON-Decision Makers Reject Your Price

“How should I respond when a NON decision maker asks me about pricing? Every time I answer them after they press me for a price, they say “Oh – my manager would never approve that” and the call ends. What should I do?” To answer this correctly, we are going to reference those sales situations […]

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How to Warm Up Cold Leads with an Email

“We’re using cold email campaigns to try and warm up leads before inside sales calls on them. My question is, when should the sales reps be calling after we know an email has been read by the prospect? We know speed is critical but I feel that responding too quickly has too much of a […]

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Turn Your Sales Script Into a Conversation

“I don’t like using sales scripts because they don’t encourage genuine organic conversations with prospects. Do you agree?” I disagree with this statement and here’s why… Top sales scripts that work follow a formula that creates a conversation between the two parties. It follows a successful process that allows for dialogue while covering (or uncovering) […]

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How to Motivate Your Sales Team to Finish the Year STRONG

“How can I motivate my team to finish the year strong? They keep telling me all the decision makers have taken the next two weeks off!” Well they are half right. An educated “guesstimate” would agree that about 50% of the decision makers have taken off for the rest of the year. But guess what? […]

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Best Opener for New Sales Reps Calling Old Accounts

“What is the best opening call for a new sales person to make to lapsed customers they have inherited?” Couple questions… One… You said “lapsed customers” so just to clarify, you want them calling on clients (rather than leads) who used to pay you, but no longer do so, is that correct? And Two… What […]

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The “Call Me the First of the Year” Stall Tactic

“I’m getting a lot of prospects telling me to call them back after the holidays. Am I going to have a great first quarter or is this a stall tactic? And if it’s a stall, how should I handle it?” Ok let’s look at this logically. There are three possible legitimate reasons for them to […]

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In a Sales slump? 3 Action Steps to Work Your Way Out Of It

“I’m in a sales slump and don’t know what to do to get out of it. What action steps can I take to change the situation I’m in?” Sales slumps are never fun. A bad one can shake your foundations to the core, to the point where you fear that your lifestyle is in danger […]

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How to Set Appointments that Stick

“When cold calling, how can our sales team make strong appointments that stick?” Setting appointments have two common problems: Initial interest (“No, thanks, we already have someone that takes care of that” etc) Cancellations / No-Shows. These two common sales challenges aren’t a byproduct of sales. They are a result of using improper sales techniques, […]

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Sales Call Reluctance – Why it Happens & How to Get Rid of It!

“I have a group of 10 sales reps, all with varying degrees of experience. At any time, it seems one or more will be suffering from call reluctance. How does that happen and more importantly, how do we get rid of it for good!?” As a straight commission sales person for about 20 years now, […]

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Trouble Closing Follow-Up Calls?

“What do you do when a prospect says they are very interested during your first encounter, but won’t take your follow-up calls to take the next step or complete the transaction?” Well, my first thought is, “Why didn’t you close them on the previous call?” Since the answer to THAT question can vary, here’s a […]

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