The SalesBuzz.com Blog

Sales Questions

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?” […]

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Discussing Price With Prospects – What to do first

“I frequently speak with prospects that sound very interested in what we offer but once I email them the proposal, it’s hard to get them back on the phone or to answer my emails. Why does this happen?” SalesBuzz Answer: If you’ve sent out (emailed) a proposal and aren’t hearing back from your prospects, chances […]

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When NON-Decision Makers Reject Your Price

“How should I respond when a NON decision maker asks me about pricing? Every time I answer them after they press me for a price, they say “Oh – my manager would never approve that” and the call ends. What should I do?” To answer this correctly, we are going to reference those sales situations […]

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What to do when speaking with a Non-Decision Maker

“How do you get a Non-Decision Maker to put you in contact with the real Decision Maker?” Ideally salespeople want to only be calling the real decision makers, however, that is simply not a reality. Interacting with non-decision makers is a daily occurrence for B2B salespeople no matter if they sell by phone or face-to-face. […]

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The “HOW MUCH IS IT?” Question

“What should I do when a prospect asks the “HOW MUCH IS IT?” question? No matter how I answer, they never buy.” The “How Much Is It” question can be a dangerous one for sales people to handle because there are different scenarios that this question can come up, and each one needs to be […]

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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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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 […]

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The Lost Deal – How to Recover After Losing a Sale

Sales Question: “I’ve been working a nice size deal for a while that I was sure was going to come in – and now they decided to hold off. I really needed that deal to help me hit my monthly quota – but now it’s not going to happen and I’m literally sick to my […]

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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 […]

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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 […]

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