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The SalesBuzz.com Blog

B2B OBJECTION HANDLING

The “Call Me Back After the Holidays” Stall

I’m starting to get the “CALL ME BACK AFTER THE HOLIDAYS” Stall. What should I do? Are these legitimate requests? OK let’s start by me asking you a question or two… Question 1: Have you ever called a prospect back after the holidays? I’m going to assume you’ve been in sales for a little while and […]

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How to Respond When a Prospect Says “I Got Your Message, I’m Not Interested”

“What do I do when I finally get ahold of a prospect I’ve been chasing and they respond with – “I got your message, I’m not interested”?” Answer: If you hear this response from prospects regularly, you have a bigger problem at hand because it means your original message is missing the mark. Missing the […]

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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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The “Just email me something” Blow-off

“How do you handle the “Just email me something” blow-off?” If you are hearing “just email me something” on a regular basis, your sales process is causing that to happen. Having a snarky response prepared means you aren’t fixing the real problem. The reason most sales people get that response is because they: Get the […]

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Sales Presentation Help: The REJECTION EMAIL – B2B Inside Sales

Sales Question: “How do you deal with getting a rejection email (Such as: Thank you for presenting the benefits of your program. After careful consideration we do not feel that this is the right time for us to be pursuing your offerings) after giving a presentation a few days earlier?” Answer: When this happens there […]

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The “Just send me some information” Objection

“I’m an Inside Sales person making cold calls selling B2B services. I often hear “Just send me some information” and I’m having a hard time overcoming this objection. How should I respond?” SalesBuzz Answer by Michael Pedone This is a common objection for a lot of inside sales reps. When I first got into sales, […]

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The Dreaded “We’re Going to Hold Off” Email – And How to Respond

SALES QUESTION: “My sale was moving along and was on the verge of closing, but then I got an email that said “We’re going to hold off” – What happened? And how do I respond in this situation?” SALES ANSWER by Michael Pedone When this situation happens, usually there are two platforms… You’re speaking with […]

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The Best Way to Handle the “I want to think about it” Objection

“I frequently get to the close only to hear the prospect say “I want to think about it” – I’ve tried numerous rebuttals but nothing seems to really work. Any suggestions?” SalesBuzz Answer: By Michael Pedone The best way to handle the “I want to think about it” objection is to make sure you follow […]

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Buying Signal Or Stall?

“How do I determine, when my prospect asks for a free demo / trial, if it’s a BUYING SIGNAL or just a STALL TACTIC to get me off the phone?”  SalesBuzz Answer: You can uncover if the “free demo / trial” request is a buying signal or a stall with one question: “Mr. Prospect, assume […]

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Buying Signal Or Stall?

SALES QUESTION: “How do I determine, when my prospect asks for a free demo / trial, if it’s a BUYING SIGNAL or just a STALL TACTIC to get me off the phone?” SalesBuzz Answer: You can uncover if the “free demo / trial” request is a buying signal or a stall with one question: “Mr. […]

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