How Do You Motivate Underperforming Sales Reps?
“How Do You Motivate Underperforming Sales Reps?” No one feels worse when a sales rep is underperforming than the sales person. The personal stress level a sales rep feels only compounds the situation and makes things worse when they aren’t hitting their numbers, and it not only effects the work place, it can (and usually […]
Have Prospects WANTING to Take Your Sales Calls
“I want to build long term relationships rather than close transactional sales. One challenge I have is that many of the accounts I close do very little business with us. Once they are signed on I don’t want to do the whole “Just calling to check in” bit. What’s the most effective way to “check in”? Let’s break […]
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, […]
How to Deal With a Lost Sale
You Lost the Deal. Now What? “I recently lost a deal that I was sure to get (And I mean officially lost, as in “they’ve already signed with a competitor” lost) How do I move past this?” This happens to every salesperson at least once. The real question is, will you let the loss of […]
My Brian Tracy Story
I was a straight commission sales rep working for a company that sold IT diagnostic software and self-study network certification courses. If you’ve ever seen the Boiler Room movie, you’ll have an excellent picture of what our sales floor was like. 50+ sales reps hitting the phone, standing up, pitching, and closing. One day our […]
Tips for Dealing with End of Month Sales Stress
How to Deal with End of Month Sales Stress “I’ve been in sales for a while and I still get nauseated at the end of each month as I try and hit my numbers. Besides the obvious advice of “hit your numbers early”, do you have any other tips on how to reduce stress during […]
Inside Sales Advice: When to Quit
Inside Sales Advice on When “Quitting” is “Winning” It’s Not Me. It’s You. “I was raised to never “quit” anything. That upbringing has served me well, however, I haven’t been happy at work in a long time. I feel like throwing in the towel, but would rather leave on a high note and I just […]
Sales Rejection Email Response
Sales Rejection Email Response The “I will not be able to move forward at this time” Email “How should I respond when a warm (inbound) sales lead that I’ve called, left a message with, and sent an email to, emails me back and says “I appreciate the follow-up. I will not be able to move […]
Sales Emails: How to Get More Prospects to Open Them & BUY!
“We have a list of targeted prospects that we send emails to – however we aren’t seeing many sales as a result and noticed that our “open rate” is low. How can we get more prospects to open our emails and read them?” “Email” is a powerful sales tool for salespeople. And just like any […]
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 […]