How to Get Prospects That Go Silent Re-engaged With a Voicemail
What to do when a prospect goes silent “How do you get prospects that go silent to re-engage with you?” Not sure what to do when a prospect goes silent? I’ve found that using a little humor will go a long way toward getting your “missing in action” prospect to call you back. The key […]
How To Get Past The Gatekeeper When…
How To Get Past The Gatekeeper When… “What do you say to a gatekeeper who won’t patch you through to your prospect’s voicemail and wants to take a message instead?” If you OCCASIONALLY run into a gatekeeper that won’t even put your call to voicemail, you would leave the same message with the gatekeeper that […]
The “How Much Is It?” Question
How to Handle the Prospects “How Much Is It?” Sales Question “What should I do when a prospect asks the “HOW MUCH IS IT?” question? No matter how I answer, they never buy.” The “How Much Is It” question can be a dangerous one for salespeople to handle because there are different scenarios that this […]
Sales Outreach Strategies – How Many Times to Call a Lead Before Moving On
Sales Outreach Strategies How Many Times to Call a Lead Before Moving On “How many attempts should a sales rep make to contact a lead? Our leads come from various sources, including conferences, website visits, webinars, Google AdWords, LinkedIn, etc.” Different lead sources require different sales outreach strategies. Example: IMHO, leads from conferences and webinars […]
How to Identify Who Makes The Purchasing Decisions
How to Identify Who Makes The Purchasing Decisions “I rarely know the prospects name so I call and ask, Who Makes the Purchasing Decisions on. I frequently don’t get the C-Level person I need and often have to fight my way up stream. Is there a more effective way?” Identify Who Makes The Purchasing Decisions […]
Setting Follow-up Sales Calls
Setting Follow-up Sales Calls When a Prospect Says, “We’ll get back to you.” “Assuming a sales rep did everything upfront correctly on a sales call, how would you handle a prospect that says: “we’ll get back to you” when trying to schedule a follow-up call?” When a prospect says, “We’ll get back to you,” after […]
How To Open a Sales Call With No Resistance
How To Open a Sales Call With No Resistance And Avoid Sales Burnout! – Michael Pedone Michael Pedone founded SalesBuzz.com: How to Sell By Phone Online Sales Training Course that Reduces Turnover, Increases Pipeline, and Shortens Sales Cycles. Try a free class today.
6 Step Action Plan When You’re Getting Zero Sales
The 6 Step Sales Action Plan Confirm you know your ICP Confirm your lead list matches your ICP Confirm you know the pain points Review your output Record your calls Role-play every day for 10 to 20 minutes – Michael Pedone Michael Pedone founded SalesBuzz.com: How to Sell By Phone Online Sales Training Course that […]
Is a Qualified Lead the Same as a Qualified Prospect?
Is a Qualified Lead the Same as a Qualified Prospect? Assuming a qualified lead is the same as a qualified prospect is one of the many aspects that cause sales reps to have a sales pipeline fail to reach its projected forecast. In this blog post, I will quickly break down the difference between a […]
Sales Outreach Strategy: How Many Call Attempts
Sales Outreach Strategy: How Many Call Attempts Is Best? Michael Pedone breaks down three different sales outreach strategies and, based on experience and real-world outreach results, makes a case why the current “popular” outbound sales cadence thinking isn’t the most effective. You can also view a LinkedIn Poll Result on what others think is […]