The SalesBuzz.com Blog

Closing

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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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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What Is The Best Closing Method?

Sales Question: “What Is The Best Method of Closing?” Answer: The BEST method for closing sales starts way before you ever reach the closing stage of the sales cycle. I look at sales as a quadrant or a four-part cycle… Openers Qualifying Presentation Closing You have to go through each step in a proper sequence, […]

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Closing Tips: When & How to Use Testimonials & References to Win New Business

Sales Question: “I thought when a prospect asks for references, that is considered to be a buying signal. The references we give out are of very satisfied clients that have given us permission to do so, but we still aren’t seeing an increase in sales on those situations… what are we doing wrong?” Answer: Every […]

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Are Non-decision Makers Sabotaging Your Deals?

SALES QUESTION: “My contact (who is the decision maker) said they decided to hold off for now – but the conversation before that was all positive… What happened?” SALESBUZZ ANSWER: A number of things could have gone wrong however for today’s newsletter I’d like to share with you one scenario that could be derailing your […]

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