The SalesBuzz.com Blog

Cold Calling

Michael Pedone’s SalesBuzz Cold Calling Secret

Michael Pedone Cold Calling Interview Michael Pedone of SalesBuzz being interviewed by CEO of SellingPower Magazine’s Gerhard Gschwandtner. Watch as Gerhard puts Michael on the hot seat and asks him to do a mock cold call right then and there on video. Pay close attention to the questions being asked prior to setting up the mock […]

Read More

How to Handle Rejection in Sales

The Power (and Benefit) of Sales Rejection Sales rejection is one of the hardest things to overcome and it’s the #1 reason for call reluctance to develop in outbound sales reps. In today’s article, I’m going to show you how to turn “sales rejection” into cold, hard, cash. The “No, thanks” / “Not Interested” Sales […]

Read More

How Many Dials Per Day get the Best Sales Results?

“How Many Dials Per Day get the Best Sales Results?” I’ve written about this numerous times in the past and my answer is still the same. I’ve been most successful when consistently making: 60-dials and/or 3-hours of talk time per day. Now before anyone throws a fit over those numbers one way or the other, […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More

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 […]

Read More