Forget “sales scripts.” To succeed in today’s selling environment, top sales pros will need a complete playbook. This means having multiple “opening value statements” crafted, practiced and memorized for different types of sales calls. One of the most common sales calls is the “first time” contact, where the call couldn’t be any colder. Hate making [...]
Creating Opening Value Statements that Heat Up Cold Calls
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Drawing a Line in the Sand – Assessing Your Business So Far in 2014
The winter blues are gone, we are well into the spring and it’s time to take a solid look at your business for 2014. You should have a pretty good understanding by now as to whether or not you are going to meet your targets for the year. The good news is it’s not too [...]
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Tough sales issues, and not so tough (but not so easy) answers.
The 3.5 biggest issues facing salespeople today are: 1. Price integrity. 2. Customer loyalty. 3. Fighting hungry competition. 3.5 Quality, attitude, and belief of the salesperson. These issues manifest themselves in BOTH lost sales that you could have won and lost profits that you could have earned. Tough questions: What are you doing to fight [...]
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How to Create a Sense of Urgency
SALES QUESTION: “How Do You Create Urgency to Get Prospects Off the Fence and Get Them to Buy Now?” SalesBuzz Answer: Sales people often try to create a sense of urgency at the end of the sales process. This causes a lot of stress and anxiety (mostly for the sales person) as they try to [...]
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Landvoice and SalesDialers Have Partnered Together
Did you know the average real estate agent only closes approximately five deals during a single year? Do you want to know what turns average agents into the best agents? The best agents use the best leads and the best tools to list more properties. The best agents use LANDVOICE. Landvoice is the industry leader [...]
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Beware the Oversell
One day, while in my former job with Open Text, I saw a deal quickly turn sour thanks to a common yet risky sales tactic. My over-enthusiastic salesperson, on the brink of closing, tells the client, “This product is exciting because not only will it give you A, B and C ‒ which you want [...]
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Protecting Your Time
EXCESS GOLF CLUBS?…periodically on my Coaching calls I hear the following statement, “I have three really good Buyers that I’m working with. As soon as what they’re looking for comes on the market, I will have a guaranteed sale – they’ll buy it.”. Sounds pretty straightforward… all you have to do is find what they want. It [...]
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Learn to Be Natural
JINGLE JINGLE….great Salespeople are always using their “magic words”. You know what I mean…naturally saying just the right thing, at the right time…without having to think. Let me give you one of those statements that you have to read twice to get to the root of the meaning… “Natural isn’t natural, it takes practice”. It all starts [...]
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Is it a sales plan or a state of mind that feels support?
All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement. The key word is “part.” The plan or the quota is a SMALL part of the achievement process. How the company and leader supports the salesperson and his or her sales effort [...]
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Competing Against Your Competition – How to Win the Sale
SALES QUESTION: “At what point in the sales process should I find out which competitors my prospects are looking at / comparing us to?“ SalesBuzz Answer: My answer is going to raise some eyebrows, but here it goes anyway… Most of us have been taught to ask our prospects “Who else are you looking at / [...]
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Why a Risk-Reward Pricing Structure Isn’t Actually a Gamble
Risk-reward pricing — the name alone implies the potential for loss. Companies don’t want to take risks without a good chance of profit, and clients are often averse to risk-reward structures because they view them as win-lose scenarios. But this pricing model is less of a gamble than it seems. When implemented wisely, it can [...]
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Old way or new way? Only one way works. My way.
The old way of selling is dead. The only people who don’t know that are other sales trainers, recently released old-world sales tactics books that are still trying to convey old messages, and several million salespeople still trying to cold call, pitch the product, overcome objections, and close the sale. Don’t forget their managers who [...]
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4 Lessons from a Failed Sales Call
You’ve never made a mistake. Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. Reason is simple: You probably know someone who is not as perfect as you and, therefore, needs to know this. Read it for them. The salesperson [...]
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Why Cold Calling Isn’t Dead – and Other Myths Debunked!
Myth Number One: Cold Calling is Dead: A few years ago, when social media and social selling came out (sales 2.0 they called it), there was an almost euphoric sense that spread among the sales community because everyone suddenly hoped (and, some still hold out the hope), that the worse part of their job was [...]
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Mojo Sells VS Salesdialers.com
Please see the table below for the comparison of Mojo vs Salesdialers power dialers. Features Salesdialers.com Mojo Sells Dialer Import Leads – CSV Yes Yes Lead Management Yes Yes – Part of their Hosted Lead Management Page for an additional $10 a month Agent Management Yes Yes Emails Yes Yes – Part of their [...]
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Sales Emails: How to Get More Prospects to Open Them & BUY!
SALES QUESTION: “We have a list of targeted prospects that we send emails to – however we aren’t seeing many sales as a result and noticed that our “open rate” is low. How can we get more prospects to open our emails and read them?“ SalesBuzz Answer: “Email” is a powerful sales tool for salespeople. [...]
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SalesDataList VS SalesGenie
Please see below the comparison chart. Features: Sales Data List.com Sales Genie Consumer Listings Yes Yes Age Search Yes Yes Turning 65+ Search Yes Yes Income Search Yes Yes Credit Rating Search Yes Yes Mortgage Search Yes Yes Loan to Value Search Yes Yes Homeowner Filter Yes Yes Business Listings Yes Yes Search by Industry [...]
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Ground Rules for Selling
Clearly, a buyer has different objectives than we do as sales people. In this article, we will talk about how you might be more effective by following some Ground Rules in the early stages of a possible sale. But, in order to do that, let’s first quickly review The Buyer’s Objectives. Typically, as a prospect [...]
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6 Questions Every Sales Leader Must Ask Each Day
If you are a sales leader — or want to be one someday — below are the questions you must habitually ask yourself. These are the questions that separate true leaders from those who talk a good talk, but fail to grasp authentic leadership. 1. How will I apply today what I learned yesterday? Leaders [...]
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Do You Confront The Facts?
One of my favorite business books is Jim Collin’s classic “Good to Great.” In chapter four he shares how a great company “confronts the brutal facts of reality head on” as opposed to the average organization that firmly plants its “head in the sand.” As sales professionals we face brutal facts that conflict with our [...]
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More Pages to Explore .....
