The SalesBuzz.com Blog

B2B SALES CLOSING

How to Create a Sense of Urgency

“How Do You Create Urgency to Get Prospects Off the Fence and Get Them to Buy Now?” Sales people often try to create a sense of urgency at the end of the sales process. This causes a lot of stress and anxiety (mostly for the sales person) as they try to hit their end of […]

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3 Reasons Your Prospect is Still Evaluating Other Options

What Went Wrong and How Do I Get Back in the Game? “Hi Michael: We had a person who owns a party rental company and who contacted us through our website. He said he was evaluating software. So he is looking for the right product. We did the demo and last Thursday I called him to […]

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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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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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The “Provide Me References” Trap and How to Avoid It

“I’m often asked for references from prospects. I have great clients that rave about us and have given us permission to use them as a reference. However, I’m noticing that I’m not closing many of the deals that asked for references. What gives?” I’m glad you’re asking this because the common conclusion a lot of […]

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Lost Deal: How to Avoid Being Shopped

“I have great conversations with my prospects only to find out I’m being shopped. We aren’t the cheapest solution so how do I avoid losing these deals?” The surest way to stop prospects from shopping around is to close them on the first call however that isn’t always an option for various reasons outside of […]

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3-Steps to win RFP’s when competing with a low cost provider

SALES QUESTION: “How do you win RFP’s while competing VS a low cost provider?” Step 1) Uncover what problems they are wanting to solve (and why they want them solved) and make sure what you offer is a good fit. Your job as a salesperson isn’t to “close” every lead you come across. Your job […]

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The Dreaded “We’re Going to Hold Off” Email – And How to Respond

SALES QUESTION: “My sale was moving along and was on the verge of closing, but then I got an email that said “We’re going to hold off” – What happened? And how do I respond in this situation?” SALES ANSWER by Michael Pedone When this situation happens, usually there are two platforms… You’re speaking with […]

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How to Close Repeat Business

SALES QUESTION: “I received an email request from a current client wanting pricing on an upgrade. I sent it over to them but never got the order back. I’ve called and left several messages and emails, but they’ve gone ghost on me. What can I do? I wanted to get that order before the end […]

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How to Improve Your PRESENTATION to CLOSE Ratio w/One Sales Question

Sales Question: “We’ve seen an increase in new inbound (warm) leads recently and the number of our presentations are up but our closing ratios are not. Any advice?” Answer: There could be lots of reasons for this however when it comes to handling warm leads, one must be careful to not assume that the prospect […]

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