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The SalesBuzz.com Blog

I Want to Think About It – Not!

To date, there are 196 (and counting) responses to the: What do I do when a prospect says, “I want to think about it”? question via a LinkedIn discussion group that I am apart of. Over 99% of the responses are the same old flawed sales tactics that cause prospects to become defensive while evaporating […]

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How Many Times Should You Try and Contact a Prospect?

I’m often asked: “How long should a sales person continue to contact a prospect who doesn’t return their calls / emails or voice mail messages?” The first thing that needs to be established is: What kind of lead are we talking about here? Is it a new lead or is this a prospect that you’ve […]

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Getting Call Backs from Unresponsive Prospects

Speaking of Sales Ethics… How’s this one… Let’s say you have in your pipeline a prospect who has gone unresponsive… time to fish or cut bait, right? So you craft an email such as this: SUBJECT LINE: Opportunity Closed Hi PROSPECT, Sorry you haven’t been able to get back to us regarding (Solution to a […]

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Self Sales Motivation

Key Ingredient to Higher Commission Checks… 100% of all sales reps want to have bigger commission checks. Of the 100%, only about 10% are willing to do what’s necessary to make that happen. So this message is for those who fall into the 10% category… One of the key ingredients to your current and future […]

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Sales Goals The Art and Science of Achievement

The Art and Science of Setting and Achieving Your Toughest Goals Help Prepare Your Team to Achieve Their Toughest Sales Goals in 2011 With 2010 quickly coming to an end, now’s the time to start preparing for how we can make or even break our sales goals in 2011. Most sales people will make goals […]

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Coping with Missed Sales Quotas in a Down Economy

Is your company suffering from the “Boiling Frog Syndrome”? If you’re a small businesses owner, chances are your stress level is pretty high and it probably has been for a while. I’m fortunate to have many friends who are small business owners in various verticals and the theme seems to be the same across the […]

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Sales Appointment Setting Tips

“Looking for tips on how to set sales appointments more effectively” A member of the Inside Sales Buzz LinkedIn Group recently asked for tips on setting appointments and in my experience I have found that most appointment setters usually doom themselves before ever picking up the phone because they are focused on the wrong objective. […]

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When to Fire a New Sales Hire

Question from a LinkedIn User: “How long do you give a new sales person to come up to quota in a draw against commission system before letting them go?… What if they are not making sales and don’t seem to be taking the advice on how to tell the story of your product?“ I think […]

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Bad Sales Openers Kill Door-to-Door Sales Opportunities Too

A sales person walks into my office today unannounced and… This is a true story that happened today (2010/11/22) Here’s what transpired: Sales Person: Hi, I’m not here for (he waves his hand around to indicate he’s not here for an appointment or anything with our services… he obviously doesn’t have a clue as to […]

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How To Overcome the Price Objection in Today’s Economy

“How do you overcome the pricing objection in today’s economy? How do you create the value when constantly undercut by competitors?” This sales question was asked from a LinkedIN member of the Inside Sales Experts Group. Here was my response: The sales process is no different now then it was pre 2008 (before the economic […]

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