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The SalesBuzz.com Blog

B2B SALES QUESTIONS

Asking the Right B2B Sales Questions the Wrong Way

How to Avoid Scaring Prospects Away Knowing what to say and when to say it isn’t enough when it comes to selling by phone. The real home run hitters have a very fluid tone to their conversations that put prospects at ease. Their prospects can “feel” the sincerity over the phone and in return, feel […]

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Mapping Your Sales Questions

B2B sales questions are the keys to qualifying. But have you ever overheard one of your sales reps on the phone and they asked multiple questions, all at once? Does that make you cringe? It should. Because it’s a sign that the sales rep is struggling and not exactly sure what questions to ask or […]

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Qualifying Questions: When Should You Ask: What’s Your Budget?

“When should I ask “What is your budget?” when qualifying a warm (Inbound) lead?” Let me answer that question with a question…  When you make an inquiry about a product or service you have an interest in and the salesperson asks you “What is your budget?” or “What budget did you have in mind?” what […]

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What to Do When a Prospect Says NO THANKS!

“What Do I Say When the Prospect Rejects My Opening Value Statement? I have a new opener that works very well for me, but occasionally a prospect will say “No, Thanks” – What should I do?” EDITORS NOTE: An OPENING VALUE STATEMENT or OPENER is what you say to a prospect on a first-time call […]

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The Best Prospecting Qualifying Questions

#RealSalesTalk Podcast Interview w/Michael Pedone: The best prospecting qualifying questions We’ve got the CEO of SalesBuzz, Michael Pedone, on for this episode talking about prospecting qualifying questions. It’s clear that Michael is a polished teacher, as he provides specific phrasing and wording suggestions for how to get the right outcomes. Take a listen… Michael Pedone […]

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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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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 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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Worst Sales Question Ever…

SALES QUESTION: “I know asking the right sales questions will help close more sales, but what’s the one sales question I should avoid?” SalesBuzz Answer: You are correct in saying that asking better sales questions will help you close more sales. And yes, there are a lot of sales questions that should be retired from […]

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