The SalesBuzz.com Blog

Cold Calling

Objective of First Time Sales Call

Pop Sales Quiz: What is the Objective of a First Time Sales Call? Scenario: You have the name, number and email address of the CEO of a small business that you’ve identified as a strong candidate for what you have to offer. You’ve never spoken with this person before… they don’t even know you exist. […]

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What’s the Best Way to Uncover a Prospects Pain?

  Answer: Every business is only in business because they solve a pain / problem for a particular audience. As a sales person, you should know what your targeted “audience” looks like and what common pains they probably have with the current solutions they use before ever picking up the phone. Once that is done, the next […]

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How to Deal w/ Nosey Receptionists & Gatekeepers

  Sales Question: How Do You Deal With Nosey Receptionist / Gatekeepers? “Hi Michael: Great session this morning – got a lot from it, even at 3am…literally a great wake up call. (Editors Note: Client attends our live interactive online sessions from New Zealand) What I’m wondering is how do we deal with the “nosey receptionist” who […]

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The “We’re Already Working With Another Supplier” Objection

  The question of how do you handle the “We’re Already Working With Another Supplier” Objection was asked in a sales group on Linkedin that I’m a member of (it’s like a forum for sales reps, but better) I’d like to say I was surprised at all the free “Advice” that was being offered however, once again, […]

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STEPS TO A BETTER SALES CALL

In my last blog post, I shared the play-by-play of a bad sales call that I was on the receiving end of. Here are 4 things that the sales person could have done in order to have had a more successful sales call: Pre-call research: Starting off with “I’d like to speak with the owner” is […]

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Bad Sales Call – Don’t Do This

I just received the following sales call…. Ring (incoming call)… Me: “Hello, this is Michael, how can I help you?” Sales person: “Yes, I’d like to speak to the owner” Me: “Oh boy… (sigh) How can I help you?” Sales person (If we can call him that) – “Is this the owner of SalesBuzz?” Me: […]

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Is Cold Calling a Waste of Time?

Let me be very clear that I much prefer – and work on getting – warm leads… Those who “raise their hand” and want to know more… it’s one of the main reasons why I offer my view points / tips and perspective on LinkedIn Groups (as many of us do). Further more, I encourage […]

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How to GAIN Permission and Avoid Resistance When Cold Calling

A recent LinkedIN Group Member asked if you should open your cold call with “Have I Caught You at a Good Time?” sales question. Below is my response. For a first time call, it’s a simple formula really… Start by understanding what your objective of the call is… to qualify. Qualify the prospects role in […]

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How Many Times Should You Try and Contact a Prospect?

I’m often asked: “How long should a sales person continue to contact a prospect who doesn’t return their calls / emails or voice mail messages?” The first thing that needs to be established is: What kind of lead are we talking about here? Is it a new lead or is this a prospect that you’ve […]

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Three Cold Calling Opening Statement Mistakes

Let’s play a game… How many cold call mistakes can you find with this outbound opening “value” statement? “Hello prospect, I’m from XYZ, purpose of the call is to introduce our company to you. Others have benefited by using our ABC service. I’d like to schedule a time to meet with you and explore the […]

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