The SalesBuzz.com Blog

Cold Calling

Selling By Phone During Tough Times

“How do you avoid sounding desperate for a sale, even when you are?” This time of year can be very stressful for salespeople. As the year draws to a close, the pressure is on from management to produce numbers (they have a bonus on the line, in most cases) plus with the holidays around the […]

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Hidden Cold Calling Mistakes to Avoid

Eliminating Common But Not So Obvious Cold Calling Mistakes By Michael Pedone When cold calling, your opening value statement plays a critical role in advancing the sales process. It is what you say after “Hello, this is …” that will determine if you will be advancing the sales call or shooed away. There are lots […]

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The “Butterflies” Cold Call

“I get really, really nervous every time I have to pick up the phone and make a cold call. How do I solve that?” This is a great question. I’ve made over 100,000 cold calls in my sales career and I have a little secret for you… I still get the “butterflies” every time I […]

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Three Questions Inside Sales Reps Should Ask Themselves Before Making An Outbound Call

“I’m starting a new sales position in a different field than what I’m used to… How do I know what to say?” Answer: Here are 3 questions to ask yourself before picking up that phone for the first time that will help set you on the right path: 1) Do You Know the NAME/TITLE of […]

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Precall Planning: How Much Do You Really Need to Know Before Making a Sales Call?

“I have several inside sales reps on my team that are NOT making quota. Their output (dials) is consistently low – but they say they are doing “smart calling” and researching their prospects first. My question is this: how much do you really need to know before making a sales call?” Answer: Well, the biggest […]

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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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How to Build Trust Over the Phone

  “I make cold calls and sell our services over the phone. One of the top objections I get is – I’VE NEVER HEARD OF YOUR COMPANY BEFORE – How can I build trust and overcome this objection?” This was a familiar objection for me when I first started selling by phone. In solving this […]

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What’s the Difference Between Cold Calls, Warm Calls and Social Calls?

As a member of several sales related LinkedIn Groups, I’ve noticed a common misconception within the sales community with respect to cold calling, warm calls, social calls and even referrals. For the record, the definition of “cold calling” isn’t blindly picking up the phone and dialing random numbers and pitching your product or service to […]

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Is LinkedIn Still “Cold Calling”?

“How do you get sales reps to have better results with LinkedIn Vs. Cold Calling?” Based on your question, I’m going to assume your sales team is not generating the results you had hoped for with respect to using LinkedIn to help them hit their sales numbers. Here’s why that may be happening – and how to fix […]

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Opening Sales Script Template for Multiple Solutions

“I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?” “Data Dumping” (relaying all of […]

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