The SalesBuzz.com Blog

Appointment Setting

The “Can You Send Me Some Literature?” Blow-off

“One of the push backs I get when calling and trying to set initial appointments is “Can you send me some literature?” Can you share how you handle that response and what success you have had?” Answer: The best way I’ve found to handle the “Can you send me some literature” response is to realize […]

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Trouble Setting the “Appointment”?

How do I respond when a prospect rejects my request to have a 20-minute call or meeting? I just need 20-minutes to show them how I can help save them time and money! My current rebuttal is this: “If you could find 20 minutes on your calendar, I would love to have a conversation with […]

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Ditch the Decision Maker?

“I’m having a hard time getting decision makers to agree to a (phone) meeting. A colleague recommended that I start contacting “influencers” instead of “decision makers”. The theory would be that the influencers would become strong proponents and would push internally for our solution. Is this a wise strategy?” My biggest concern is the “why“. […]

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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 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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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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When the Gatekeeper Says…

“What do you do when the Gatekeeper says – I will forward this to the appropriate person. They will be back in touch with you directly if there is interest.” “I will forward this to the appropriate person” leads me to believe you either sent a blind email OR you called and asked the gatekeeper […]

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Appointment Setting 101: Your First 10 Seconds

I’m Not Hitting My Appointment Setting Quota and Need Help. Here’s my current opener: “Hi (PROSPECTS NAME) this is (MY NAME) with (MY COMPANY), thanks for taking my call. (PROSPECTS NAME), very quickly, we work with companies in your industry and provide targeted advertising, social media, email marketing, SEO, and affiliate marketing services and we […]

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The “We’re Currently Working With Someone” Objection

Sales Question: “How should I respond when, after I do my introduction, the Gatekeeper says – “We’re Currently Working With Someone” How do you overcome that?” SalesBuzz Answer: By Michael Pedone Well, do you want to “overcome” the objection or “eliminate” it from happening? There’s plenty of sales advice out there on how to respond […]

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How to Set More Appointments in 2015

“What can my team do to set more appointments that convert to sales, in 2015? We get warm leads and feel our appointment to close ratio should be higher. Any advice?” Here are three steps to getting higher quality appointments that will lead to more sales: 1) Start with a goal of seeking to understand […]

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