The SalesBuzz.com Blog

Appointment Setting

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, […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

Sales Appointments: Getting Prospects to Show Up

“What is the best way to make sure prospects show up and don’t skip out on sales appointments? I send calendar reminders but my cancellation / no-show rate is still too high.” SalesBuzz Answer: There are different “stages” or scenarios regarding sales appointments. For example, you could be setting up a sales appointment for one […]

Read More

Prospecting Techniques: 3 Ways to Build Your List with LinkedIn

“What are some different ways to build my prospect list? I find the method I’m using right now makes it hard for me to hit my daily call numbers.” SalesBuzz Answer: Effective prospecting is something that should be “top of mind” for every person that makes a living at selling. I dare say its priority […]

Read More

Dealing With Sales Appointment No-Shows

SALES QUESTION: “What should I do, how should I react, when a prospect doesn’t show up for a scheduled phone meeting?” SalesBuzz Answer: OK… quick question first: Is this a FIRST TIME CALL meeting (you or an appointment setter scheduled the call with the prospect) or is this a FOLLOW-UP CALL meeting (you’ve already spoken […]

Read More