“I’m having issues with prospects not answering for our scheduled phone call. We have discussed initial information and because of the complexity of our services a follow-up call is usually necessary. The number of people that do not answer the phone for that scheduled call is ridiculously high to me, any tips in fixing this?” […]
Read More“I followed your advice on how to leave voicemail messages that get more callbacks and since using it, my call backs have increased. But my question is, what do I do with the prospects that haven’t called back?” I like to use a “three strikes and you’re out” rule. Meaning, after the 3rd attempt, if […]
Read MoreAre you letting common sales objections tank your career? A few days ago I had to bring my car into the dealer for normal service. While there I went and said “Hi” to the sales manager. As we chatted, I noticed their “up” log (it’s a form that has the salespersons name, the prospects name […]
Read MoreIdentifying the Real Decision Maker with Michael Pedone Making his triumphant return to Sell or Die this week is Michael Pedone, CEO and Head Instructor at SalesBuzz.com. Michael is an expert in all forms of prospecting and he loves to discuss cold calling, where it’s been and where it’s going. – Michael Pedone Michael Pedone teaches outbound sales […]
Read MoreSALES PRESENTATION TIPS: “I am putting together a sales presentation for an account that I really want to win. Do you have a few SalesBuzz presentation tips for me?” When crafting sales presentations, I follow this three-step formula: Problem, Solution, Benefit. Problem From the prospect’s perspective, the sales presentation is your solution to their problem. […]
Read MoreHow 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) […]
Read More“I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?” “Data Dumping” (relaying all of […]
Read More“My prospects are investors in the stock market. I am cold calling people at home. They are already defensive knowing they are being called at their house. How can I address this defense mechanism immediately?” What strikes me first is your pre-conditioned idea that your prospects are going to be “defensive” right out of the […]
Read MoreHow to Make Sure Your Pipeline is Filled with Qualified Leads I was on a “sales qualify call” with a prospect that perfectly matched my ICP (Ideal Customer Profile). They were in the right industry, had the right annual revenue, location, employee size and they had a major problem that I specialize in solving better […]
Read More“I need help creating a cold email template that will work. What do you recommend?” Well for starters, I recommend using valuable content delivered via email and social media marketing channels to generate warm leads rather than having sales reps send massive amounts of cold emails to prospects that are already getting bombarded with cold emails. With […]
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