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- Information Gathering Made Easy.
- B2B sales is all about solutions, and solutions are all about customer needs. Unfortunately, figuring out those needs must take place early in the sales cycle, when you have the least rapport and when the customer is naturally wary. The time-honored technique to gather this information, and...
- Blog posts 2007-07-23
- How to Change Limiting Beliefs
- The beliefs that drive your sales behaviors are the keys to becoming a successful sales pro. Change the beliefs, and you'll change the behaviors and get better results. Now, that's easy to say, but most sales pros have no idea how to change a belief. ...
- Blog posts 2007-06-20
- Raise Your Rejection Threshold.
- Hallucinations or not, rejections can still sting. And that's a good thing, because that pain represents a fabulous opportunity to improve your sales skills. Your challenge is to discover your personal threshold of pain and then take action to remove the sting. Here's how.Let's start by understand...
- Blog posts 2007-06-18
- How to Build Instant Rapport
- Rapport is the ultimate key to selling. If you've got great rapport with a customer, they'll naturally want to buy from you, and every customer meeting is a pleasure for both parties. If rapport is weak, then every meeting is awkward and difficult, and making a sale becomes...
- Blog posts 2007-06-11
- How to Fish for Inside Information
- B2B sales typically involve multiple decision-makers, scores of "influencers"†and a complex buying process. To make the sale, you'll need a roadmap and a rule book, and the only way to get that info is to extract it from your initial customer contacts through persistent questioning.  However, if you're not...
- Blog posts 2007-06-01
- You are What you Believe.
- If you're like most people, you've accidentally scooped up beliefs that help you fail. Change those beliefs, and you'll be more successful. The beliefs I'm talking about aren't specifically religious, but the arbitrary rules that you use to interpret the meaning of events. Often these beliefs can seem to...
- Blog posts 2007-05-28
- How to Qualify Leads
- I’ve been harping on lead generation because that's where sales pros need a lot of help. In fact, over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research and...
- Blog posts 2007-05-16
- How to Qualify Leads
- I’ve been harping about lead generation lately because its an area where sales pros need a lot of help. Over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research...
- Blog posts 2007-05-14
- How to Reach the CEO... Directly
- In my previous post, I explained how the customer wants you to play the game of getting access to the CEO. Thats for wimps. Heres how to get access to the CEO or anyone else without negotiating through underdogs and gatekeepers:Office email. Most CEOs have “unlisted” emails,...
- Blog posts 2007-04-18
- How to Reach the CEO
- In a comment to my previous entry “How to Sell to a CEO” karishmak asked: “How do I reach the CEO? We can be very professional and act like a CEO but its very difficult to reach the CEO especially in the offshore software industry where you are restricted...
- Blog posts 2007-04-16
- Answering Objections 103
- I want to finish the segment on objections before moving on. I realize that this is pretty basic stuff, but if you dont master the simple stuff, the more advanced stuff wont work anyway.There are three objection-handling techniques that should be in the mental tool kit of every sales...
- Blog posts 2007-03-23
- Answering Objections 102
- In a previous post, I explained the classic “artful dodge” method for answering objections. That always runs the risk of irritating the customers, so here’s a less dodgy approach. This one is particularly useful for vague objections like “I’d like to think it over.” TECHNIQUE #2:...
- Blog posts 2007-03-14
- The Art of Dodging Objections
- Most sales pros hate objections. When you think you’re doing a good job presenting, the last thing you want to hear is “I want to think it over” or “I heard your service department sucks” or the myriad of other reasons prospects give when they’re leery of buying....
- Blog posts 2007-03-09
- Sales Call Horror Stories
- I was on a phone meeting with a client yesterday, negotiating a fairly important contract. Right at the end of the meeting, which had gone very well, I did something really dumb, and offered a discount after I had already closed the deal. Not only was...
- Blog posts 2007-03-07
- The Key to Demand Creation
- My previous post slammed marketing for using too many buzzwords – and received several comments to the effect that market materials should emphasize “benefits.” That sounds like Marketing 101, but it’s also dead wrong. In fact, there’s only one type of marketing message that gets through to prospects,...
- Blog posts 2007-02-22
- Finding the Pressure Point
- When you’re cold calling, you’ve got 10 seconds, at most, to convince the prospect that you’re worthy of attention. The quickest way to get the attention a prospect is to frame your opening sentence around a business issue that proverbially keeps the prospect awake at night. In my...
- Blog posts 2007-02-09
- Why Cold Pitches Don't Work
- One of the comments on my previous post, “The Art of the Cold Call Pitch”, suggests that during the cold call you should “ask if it is a good time to talk” and only ask for an appointment if the answer is “No.” That’s a great idea --...
- Blog posts 2007-02-09
- Transferring Sales Knowledge
- Michael Pedone, founder and CEO of SalesBuzz, says that in order for salespeople to gain new knowledge, they must be open to it and go looking for it. Teaching someone to make sales calls online is a challenge, but Pedone says he has broken the process down into basic steps.
- Videos 2009-06-12
- E-learning With Sales Buzz
- Michael Pedone, founder and CEO of Sales Buzz, describes the core business of the company: teaching sales people to sell over the phone. He says that most people want to go straight to learning how to close, but it's necessary to learn all the steps before it first.
- Videos 2009-03-04
Additional Resources
- Using A Mailing To Warm Your Telephone Cold Calls
- Telephone cold calling can be frustrating, yet it remains a very effective way to build new prospect relationships. The key is to make these calls less "cold." One can increase the cold calling success rate by Using A Mailing To Warm Your Cold Calls. Cold calling is a necessary fact...
- White papers 2003-01-01
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