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When The Gatekeeper Won’t Give Out The Prospects Email Address

Sales Question: “The Gatekeeper Won’t Give Out My Prospects Email Address… What Do I Do?” Gatekeeper: We Don’t Give Out Our CEO’s EMAIL Address! Answer: For starters, it’s all in the approach. What we say, how we say it and why we say it has at least 90% to do with the results / response […]

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Sales Presentation Follow-Up Question

Sales Presentation Follow-Up Question: “Do You Have Any Questions?” “After I’ve made a sales presentation sometimes I don’t hear back from them as promptly as I would like. I currently follow-up with, “Do you have any questions?” but do you have any other ideas or scripts for these occasions?” Answer: The “do you have any […]

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Sales Question: Who Makes the Purchasing Decisions

“Who Makes the Purchasing Decisions on…” “I rarely know the prospects name so I call and ask, “Who Makes the Purchasing Decisions on…”. I frequently don’t get the C-Level person I need and often have to fight my way up stream. Is there a more effective way?” Answer: Ok, first of all, if you don’t […]

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Gatekeepers: How to Respond to…

Sales Question: Gatekeepers: How to Respond to… “Can you tell me what a good rebuttal would be to use on a gatekeeper when she says; “He doesn’t take these types of calls”? Answer: One of the biggest anchors salespeople carry around with them is the notion that they need to look for “rebuttals” to situations […]

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Prospecting to Hit Your Sales Goals

Prospecting to Hit Your Sales Goals A Celebrity Apprentice Sales Lesson In Sunday’s Celebrity Apprentice episode (2012/05/13) Clay Aiken and Arsenio Hall are going head-to-head in the final task that will weigh heavily on who the final winner will be. Part of that task will be judged on the amount of revenue each side brings […]

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Are Non-decision Makers Sabotaging Your Deals?

SALES QUESTION: “My contact (who is the decision maker) said they decided to hold off for now – but the conversation before that was all positive… What happened?” SALESBUZZ ANSWER: A number of things could have gone wrong however for today’s newsletter I’d like to share with you one scenario that could be derailing your […]

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How to Get Unresponsive Prospects to Call You Back

Sales Question: “My Contact Has Gone Cold and Isn’t Returning My Calls or Emails – Should I Try and Call Higher?” ANSWER: In my opinion, if in fact your prospect is giving you the cold shoulder, calling higher will most likely only make the situation worse. Obviously something happened that put you back in the […]

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3 Books That Helped Me Reach The Next Level

I’m BIG on self-improvement. Why? Because when faced with the choice of living just above the poverty level or learning how to reach goals that I desired but weren’t going to be handed to me and were far (far) out of reach, self-improvement was the only answer. Here are three books that helped me along […]

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Getting Call Backs from Unresponsive Prospects

Speaking of Sales Ethics… How’s this one… Let’s say you have in your pipeline a prospect who has gone unresponsive… time to fish or cut bait, right? So you craft an email such as this: SUBJECT LINE: Opportunity Closed Hi PROSPECT, Sorry you haven’t been able to get back to us regarding (Solution to a […]

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