The SalesBuzz.com Blog

B2B SALES QUESTIONS

What to Do When a Prospect Says NO THANKS!

“What Do I Say When the Prospect Rejects My Opening Value Statement? I have a new opener that works very well for me, but occasionally a prospect will say “No, Thanks” – What should I do?” EDITORS NOTE: An OPENING VALUE STATEMENT or OPENER is what you say to a prospect on a first-time call […]

Read More

The Best Prospecting Qualifying Questions

#RealSalesTalk Podcast Interview w/Michael Pedone: The best prospecting qualifying questions We’ve got the CEO of SalesBuzz, Michael Pedone, on for this episode talking about prospecting qualifying questions. It’s clear that Michael is a polished teacher, as he provides specific phrasing and wording suggestions for how to get the right outcomes. Take a listen… Michael Pedone […]

Read More

Competing Against Your Competition – How to Win the Sale

“At what point in the sales process should I find out which competitors my prospects are looking at / comparing us to?” My answer is going to raise some eyebrows, but here it goes anyway… Most of us have been taught to ask our prospects “Who else are you looking at / comparing us to?” […]

Read More

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 […]

Read More

The Best Sales Prospecting Qualification Questions to Ask

I recently read an article that touted what the “BEST SALES PROSPECTING QUALIFICATION QUESTIONS” were to ask. I was excited. I wanted to see what these “best questions” were. So I read. And then I was let down. Hard. Here’s why… At the top of the list, the very first “best” sales prospecting qualification question to […]

Read More

How to Ask Sales Questions, The Right Way

“I’m saying and asking the same thing as other sales reps here in the office, but I’m not having the same success as they are. How is that possible?” SalesBuzz Answer: When creating a dialogue with a prospect and asking questions, if your tone is off, the sales call can go south, really fast. What […]

Read More

Worst Sales Question Ever…

SALES QUESTION: “I know asking the right sales questions will help close more sales, but what’s the one sales question I should avoid?” SalesBuzz Answer: You are correct in saying that asking better sales questions will help you close more sales. And yes, there are a lot of sales questions that should be retired from […]

Read More

To Script or Not To Script… That is the Sales Question

SALES QUESTION: “Do you script out your conversation before calling? Would you recommend this and if yes, then how closely do you think people should stick to the script?” SALES ANSWER by Michael Pedone You can’t “script out” a conversation before making a call. A conversation requires two parties. But I think what you are […]

Read More

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 […]

Read More

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, […]

Read More