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 […]
Best Way to Start a Cold Call
Best Way to Start a Cold Call If you want to learn the best way to start a cold call so you’ll get fewer rejections and increase your sales pipeline, I’m about to show you the winning formula on how to start a cold call, and then I’ll give you three cold call script examples […]
How to Write Sales Scripts That Work
How to Write a Sales Script Sales Call Scripts Not Working? Most sales call scripts create more problems than they solve. The two most common reasons for that are 1) The script is not written with the proper steps in place, and 2) no one ever taught the sales reps what each step of the […]
Sales Call Not Going Your Way?
Sales Call Not Going Your Way? Do this before hanging up! “What should I do when a sales call isn’t going the way I had hoped and I feel like I’m running out of time or losing them?” When a sales call isn’t going your way, tension builds quickly as you scramble to find some […]
Qualifying Sales Leads Before the Demo
Qualifying Sales Leads Before the Demo I was on a “sales qualify call” with a prospect that perfectly matched my ICP (Ideal Customer Profile). They were in the right industry, had the right annual revenue, location, and employee size, and they had a major problem that I specialize in solving better than anyone else: They […]