Outbound Sales Cadence Examples for A to Z Reps
Most outbound sales cadence examples focus on BDR teams (business development reps), but what about the individual salespeople that handle the entire sales process from A to Z, or should I say “P” to “C” (Prospect to Close)? For full-cycle sales reps, managing your day to get the most success can be a challenge. It’s […]
Nosey Receptionists & Gatekeepers
“How do we deal with the nosey receptionist who wants to know more about the purpose of the call?” The best way to “deal” with a “nosey receptionists” is: Know the name of the person you are calling before you pick up the phone WHEN POSSIBLE (pre-call research) Have a well thought out/planned reason for […]
Selling By Phone During Tough Times
“How do you avoid sounding desperate for a sale, even when you are?” This time of year can be very stressful for salespeople. As the year draws to a close, the pressure is on from management to produce numbers (they have a bonus on the line, in most cases) plus with the holidays around the […]
How to Get Unresponsive Prospects to Call You Back
Follow-up Sales Calls “My Contact Has Gone Cold and Isn’t Returning My Calls or Emails – Should I Try and Call Higher?” In my opinion, if your prospect is giving you the cold shoulder, calling higher will most likely only make the situation worse. Something happened that put you back in the “not worthy of […]
How to Overcome “I’m Not Interested” Objection
How to Overcome the Objection 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”?” How to overcome the objection not interested. If you hear the “I’m not interested” objection from prospects regularly, you have a […]
New School Cold Calling with Michael Pedone
Jeffery Gitomer: Our guest 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. In this episode, Michael describes his new formula for cold calling and why you shouldn’t be afraid to pick […]
The Give Me Your Best Price Objection
The Give Me Your Best Price Objection “I’m losing deals to competitors that undercut my proposal and beat my best offer. What can I do?” OK, well, there are lots of assumptions to be made here in order to answer this effectively. So let’s cover some basics such as 1) you are speaking with a […]
No-Shows. Why prospects break their commitment
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 […]
When an OBJECTION is More than Just Another Objection
Are 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 […]
Identifying the Real Decision Maker with Michael Pedone
Identifying 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 […]