How to Craft Winning Sales Presentations
SALES 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 Method. Problem From the prospect’s perspective, the sales presentation is your solution to their […]
Opening Sales Script Template for Multiple Solutions
Opening Sales Script Template for Multiple Solutions “I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions that hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and […]
Cold Calling Defensive Prospects
“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 […]
Cold Email Template Winner
“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 […]
Rapport Building Tactics that Push Clients Away
Why Rapport Building Tactics Don’t Work (And What to Do Instead) I read another thread on a LinkedIn Group that was touting how sales reps should “build rapport” with prospects to close more business. I couldn’t disagree more with this concept. Here’s why: People may buy from people they “like.” Still, they don’t buy from […]
Sales Development Summit 2019: How to Identify the REAL Decision Maker
You’re invited to the Sales Development Summit, a free online conference. This summit is a chance for thousands of the world’s smartest people in sales development to learn what’s new, what’s hot, and what’s actually working RIGHT NOW. You will hear results from the largest study ever to take place on sales development. You’ll learn […]
SDR Appointment Setting Email Advice
SDR Appointment Setting “I am an SDR calling to schedule appointments. What do I do if a prospect wants to do most of the talking through email?” If you have a prospect that refuses to get on the phone, it means you have not piqued their interest enough to the point where they are willing […]
How to Prevent The Follow-Up Sales Call Stall
“I work inside sales for a manufacturing company. The prospects I talk to are “middlemen” or OEM’s. A common response I get when making a follow-up call is “I haven’t heard from my customer yet,” or “We’ll see if the customer decides/orders.” This statement can also be used as a band-aid to reject the offer […]
How to Gain Sales Confidence When You’re Not Closing
How to Gain Sales Confidence When You’re Not Closing “How do you gain sales confidence when you aren’t closing business? I’m starting to doubt that sales is for me.” OK, first things first… Take a deep breath and realize that all great salespeople have been so frustrated, fearful, and discouraged at one time or another, […]
Sales Meetings: When is Best?
“When is the best time to have a regularly scheduled sales team meeting?” Depends on what your definition of “team meeting” is as well as what are you attempting to accomplish with a sales meeting. One of the fastest ways to kill sales motivation is to have a pointless meeting that drains your inside sales […]