How to Sell Over the Phone Step #2
How to Successfully Sell Over the Phone Step #2 Before you pick up the phone, you need to be prepared for one of three things that will happen every time you make a sales call, and it doesn’t matter if it’s a “first-time” sales call or a “follow-up” call. With every sales call, you know […]
How to Sell Over the Phone Step #1
How to Successfully Sell Over the Phone Step #1 Know your target audience. Most sales reps make the mistake of trying to sell to everyone. This will lead to burnout. You want to analyze your best clients and see what they all have in common. Start by looking at location, industry, annual revenue, and employee […]
How to Help New Phone Sales Reps Perform Better
How to Help New Phone Sales Reps Perform Better Do you have sales reps following the playbook but are still not producing like the rest of the team? I was recently asked: “What to do when a rep hits their KPIs, listens, and mimics top performers, AND is being COACHED but still doesn’t generate results; […]
Follow-up sales email template
Sending a follow-up sales email after no response sample Here is one of the most effective emails for getting silent prospects to respond after they have received the proposal and have gone quiet. I use this when we have passed the deadline of when the prospect and I agreed to get final approval or to […]
The Most Feared Sales Objection
“I WANT TO THINK ABOUT IT” The most feared sales objection is “I want to think about it.” When a prospect says “I want to think about it” at the close, what they are saying is: I’m not sold on the problem. I’m not sold on the solution. I’m not sold on the price. It […]
How To Overcome Call Reluctance
How do you overcome call reluctance? In every outbound salesperson career, there comes a point when the phone feels like a 25lbs weight, and you don’t want to pick it up anymore. It happens when the rejection passes the individual’s threshold of acceptance. And the problem is, if you’re an outbound sales rep or you […]
Use Objective-based Selling for Explosive Sales Growth
Objective-based Selling Objective-based selling is a predefined set of sales steps used by top sales professionals to help improve their ability to sell confidently and close a higher % of deals, entitling them to earn more money throughout their career in sales. Objective-based selling by SalesBuzz breaks the entire sales process down into micro-steps. These […]
Overcoming Sales Call Reluctance
Overcoming Sales Call Reluctance Just admit it. You’re afraid to pick up the phone. You’re afraid to pick up the phone because you don’t like the rejection you get after you say, “Hello, my name is…” Well, that isn’t your real problem because you can solve that issue by fixing what you say (and you […]
LinkedIn Sales Prospecting Hack 101 – The Connection Request
LinkedIn Sales Prospecting Hack 101 – The Connection Request The two biggest LinkedIn sales prospecting mistakes I see sales reps make when sending a connection request to a prospect on LinkedIn are: 1) False Sincerity (is that an oxymoron? I digress) Starting with a compliment like: “I noticed that you have a stunning…” “I discovered […]
How to Avoid Being Shopped
I Want to Shop Around “I have great conversations with my prospects only to discover 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 […]