The SalesBuzz.com Blog

inside sales

When Prospects Ask “What’s the Price?” Question

How do you respond to customers who want to know your price right away? So… quick clarification question before giving my answer… A) Is this a call-in and the prospect says, “What’s your best price”? B) Is this a call-in and the prospect says, “I’m calling to get some pricing information on your XYZ”? C) […]

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Prospect Is Disappointed I Called – What Do I Do?

“What do you do when you call a prospect back and you can tell by the tone of their voice that they don’t want to talk to you, even though you had a good call with them previously?” So just to clarify… You’ve spoken with the prospect before, the previous call(s) seemed to go well […]

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Are You Making Too Many Sales Calls?

“I read that it takes an average of 12 touches before a prospect will buy from you. I don’t want to be a pest so I try and spread out my sales calls but lately it seems all I’m doing is calling the same old leads that never call me back. Am I making too […]

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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, […]

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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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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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How NOT to Follow-up on Trade Show Leads

“What’s the best way to follow up on trade show leads?” Most sales people mistakenly call trade show leads and start off with something like: “How’d you like the event?” or “You stopped by our booth and expressed interest in our (ex: inventory control software).” The first opener (“How’d you like the event?”) is an example of […]

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Tired Of Cancelled Conference Calls?

“What can I do to keep prospects from canceling our conference call?” I could probably write a small book on this one subject alone… or at least a really deep chapter. So what I will share with you here instead is one small step to add in your sales process that will be easy to […]

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How to do the “Hand-Off” and Close the Sale

“We broke our inside sales team into two groups – BDR’s (Business Development Reps who prospect and qualify leads) and SAE’s (Sales Account Executives who present and close the leads the BDR’s say are qualified). The problem is with the hand-off from BDR to SAE. How do you get the prospect re-focused and back in […]

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How to Become Your Prospect’s Vendor of Choice

“With prospects having so many choices and easy access to information, how do you become the vendor of choice when they are ready to buy?” Here’s a simple three-step plan to help earn your prospects business while leaving your competitors in the dust. Step 1: Know Whom Your Targeted Audience Is Anytime I ask a […]

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