Articles from Wendy Weiss | Selfgrowth.com
- Getting to ‘Yes’
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Submitted on Jul 26, 2012 from Wendy Weiss“Rejection comes with the territory. If you're going to cold call you're going to have to deal with people saying ‘no’ to you, screaming at you and hanging up on you.” Ecch! Who wants to do that? This go through the "no's" until you get a "yes" myth is probably the most insidious and ...
Views:1230
- When is the Best Time to Make Calls?
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Submitted on Jul 26, 2012 from Wendy WeissOn Monday mornings prospects are too busy… On Friday afternoons prospects are gone… Don’t want to bother the prospect by calling too early… They’ve probably left the office by mid-afternoon… Middle of the week they’re very busy… What to do? One of the questions I am frequently asked is, “When ...
Views:1630
- Why Would Anyone Want to Continue to Cold Call?
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Submitted on Jul 26, 2012 from Wendy WeissHave LinkedIn, Facebook, Twitter and Sales 2.0 finished off cold calling for good? Is cold calling finally dead? An email from a reader: Hi Wendy, Looking over the numbers my sales people generate I have noticed that dials to contacts has slowly decreased in the last 10 -15 years which ...
Views:1293
- A Confused Prospect Does Not Buy
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Submitted on May 19, 2010 from Wendy WeissI received a voice mail from a s.ales representative: ‘The purpose of my call today is to introduce myself and take a moment to briefly describe for you two core-based technologies; laser Internet on-line office and an Internet broadcasting technology. I don’t know whether or not if any of ...
Views:1333
( 1 vote) - Why is Cold Calling Like Buying New Shoes?
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Submitted on May 19, 2010 from Wendy WeissYou’re walking down a street in your home town and you have some time on your hands so you’re window shopping. You suddenly stop—transfixed by the fabulous shoes in the store window. Being a great fan of fabulous shoes you feel drawn to go into the store. At the store entrance your path is ...
Views:3931
( 1 vote) - 6 Email Strategies to Reach Decision-Makers
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Submitted on May 19, 2010 from Wendy WeissIn the maze of corporate America it is sometimes very difficult to get a decision-maker on the telephone. Sometimes the best way to reach a prospect is via email. If a gatekeeper or assistant tells you that the best way to reach a particular prospect is by email, by all means send one. Here are ...
Views:1385
( 1 vote) - 7 Ways to Name Your Prospect
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Submitted on Mar 07, 2010 from Wendy WeissThe first rule in “Naming Your Prospect” is to ask for a title not an activity. Do not ask for “the person who makes the decision to purchase….” Making the “decision to purchase…” is an activity and may get you a name, however, it will most likely be the name of someone who is involved but not ...
Views:1278
( 3 votes) - 8 Strategies to Guarantee Success in Cold Calling
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Submitted on Nov 17, 2009 from Wendy Weiss1. Make telephone calls No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. Your call is your introduction ...
Views:1262
( 5 votes) - Cold Calling: A Prep Pep Talk
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Submitted on Nov 17, 2009 from Wendy Weiss1. Prospects will take calls. Stop worrying that your prospects do not want to speak with you. If your offer has value and you have done your homework, targeted your market and are able to speak about your product/service intelligently and articulately, most prospects will be more than happy ...
Views:1341
( 4 votes) - 7 Tips for Building Relationships & Guaranteeing Repeat Business
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Submitted on Nov 17, 2009 from Wendy Weiss1. Make sure that you ask all of the right questions so that you truly understand your prospect's needs. Don't assume that you know what your customer wants or that they have the same needs as all of your other customers. Ask. This way you'll be sure. 2. Give your customers exactly what they ...
Views:1321
( 5 votes) - Back to Basics
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Submitted on Nov 16, 2009 from Wendy WeissI was never supposed to be a sales trainer, coach and author. I was supposed to be a ballerina. Many years ago however, I needed a day job, so I got a job with a telemarketing company and the rest is history. Here I am many years later, "The Queen of Cold Calling." Dancing is still my great ...
Views:1245
( 3 votes) - I'm Not Interested
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Submitted on Nov 16, 2009 from Wendy WeissWhenever I conduct a workshop or teleclass, invariably someone asks the question: 'What should I say when the prospect says, ‘I’m not interested?' My response invariably is: 'It's probably too late.' Certainly you can try to recover from that 'I'm not interested’ response. You can ask, ...
Views:1441
( 4 votes) - I Just Called to See How Things are Going
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Submitted on Nov 16, 2009 from Wendy WeissSales Representative: "I just called to see how things are going." Wendy: "Things are going fine. Why are you calling?" Sales Representative: "I just called to see how things are." Wendy: "Things are fine." Sales Representative: "OK. Well I'm here if you need me." Wendy: "Why ...
Views:1294
( 2 votes) - Finding Leads (for Free) for Your Cold Calling Campaign
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Submitted on Nov 16, 2009 from Wendy WeissLeads are everywhere. No one should ever put off a cold calling campaign with the excuse of having no one to call. There are many excellent sources to find lists of potential prospects for your market. Many of them are online. Howvere, these databases, while excellent, require a fee. The ...
Views:1569
( 2 votes) - The Four Biggest Blocks I’ve Seen Clients Encounter
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Submitted on Nov 08, 2009 from Wendy Weiss1. Repeating the same action over and over and expecting different results The biggest enemy to sales is the status quo. When sales trainers say that phrase, we are usually referring to prospects. The idea is that most people find it to be very difficult to let go of what they are used to ...
Views:1244
( 3 votes) - Listen to What Your Prospect is Saying to You
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Submitted on Nov 08, 2009 from Wendy WeissI just hung up the telephone after an annoying conversation with someone who called to inquire if I would be interested in a joint venture. You see, yesterday I had received an email from Jane, the marketing director, describing their program and asking if I would be interested in promoting the ...
Views:1255
( 3 votes) - The Top 10 Cold Calling Mistakes
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Submitted on Nov 08, 2009 from Wendy Weiss1. Not understanding the goal of the call When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make? Too many prospectors don’t identify the goal of their phone call and so they do not get the result ...
Views:1646
( 3 votes) - 8 Strategies for Bypassing Voice Mail
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Submitted on Nov 08, 2009 from Wendy Weiss1. Ask the gatekeeper: “When is the best time to reach (prospect’s name)?” Call back then. 2. Vary your calling times. If you are only reaching voice mail you have no way of ascertaining when your prospect will be available. If you always make your calls at the same time of day, vary your ...
Views:1292
( 3 votes) - Filling the Sales Pipeline?
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Submitted on Oct 03, 2009 from Wendy Weiss"I have made attempts to contact you to determine if there is a mutual fit between our companies. How would you like for me to follow-up with you going forward? "I have been working under the assumption that Weiss Communications will be considering _________. Is this still the case? If you ...
Views:1944
( 1 vote) - Summertime Blues
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Submitted on Oct 03, 2009 from Wendy WeissIt’s summertime! 1. No one wants to be bothered. 2. It’s too hot. 3. It’s a beautiful day; everyone is out. 4. No one is thinking about work. 5. Prospects are getting ready to go on vacation. 6. Everyone is on vacation. 7. Prospects are just returning from their vacations. 8. I’m ...
Views:1251
( 1 vote) - Marketing Insensitive 2008
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Submitted on Oct 03, 2009 from Wendy WeissI first wrote about "Marketing Insensitives" a few years ago. At the time, I had received a call from a telemarketer offering me some "marketing insensitives" to purchase a product. Yes, she really said this. She was not being clever; she just couldn't pronounce "incentive." But, Marketing ...
Views:1188
( 2 votes) - Honesty is Always the Best Policy
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Submitted on Oct 03, 2009 from Wendy WeissYour mom said it. You heard it in school. You’ve probably heard it all your life. You may think it has nothing to do with sales, but it does because in sales: Honesty is Always the Best Policy Last evening I was speaking with a friend of mine. She’s the assistant dean at the business ...
Views:1640
( 1 vote) - If it Doesn’t Hurt, I Must Be Doing it Wrong
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Submitted on Aug 19, 2009 from Wendy WeissThis morning I was interviewed by Umar Hameed of No Limits Selling, www.NoLimitsSelling.com. We were talking about prospecting, sales, life and overcomplicating things that are basically very simple. That conversation prompted this article. To my mind, prospecting is very simple. It’s a ...
Views:1260
( 1 vote) - Beliefs, Actions, Results
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Submitted on Aug 19, 2009 from Wendy WeissWhat separates the people who are amazingly successful from those who struggle? Why is one person able to start a business or begin a new job in sales and succeed, while others with similar qualifications and abilities fail? More and more I’ve come to realize that what makes the difference ...
Views:1439
( 1 vote) - What Not to Do on a Cold Call Email
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Submitted on Aug 19, 2009 from Wendy WeissSometimes it is truly impossible to reach a prospect by telephone - and for some prospects email is their preferred form of communication. While nothing beats the direct interaction of a live phone call, sometimes instead of a cold call you simply have to send a cold prospecting email. If you do ...
Views:1438
( 1 vote) - Tips for Closing Business (Part II)
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Submitted on Aug 10, 2009 from Wendy Weiss1. If you are giving a sales presentation, make sure to only give that presentation after you thoroughly understand your prospect's specific problem and motivation to solve that problem. 2. Ask the Magic Question: “After our conversation (discussion/you see our presentation…) if you see ...
Views:1208
- 8 Questions to Ask Yourself in a Recession
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Submitted on Aug 10, 2009 from Wendy Weiss1. What can I do for my existing customers to create greater value for them? Creating additional value builds customer loyalty. It is always important to have customer loyalty… especially during a recession. 2. Who can I refer to one of my existing customers or prospects? See #1 ...
Views:1285
- What Can a Drag Queen Teach Sales Professionals?
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Submitted on Aug 05, 2009 from Wendy WeissLast night I stayed up late to watch the final episodes of RuPaul’s Drag Race on Logo. For those of you not familiar with the program, drag queens compete for the title of America’s Next Drag Super Star. (The Queen likes her reality television and is always interested in the lives of other ...
Views:1231
( 2 votes) - Cold Calling in the 21st Century: The New Rules, Part II
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Submitted on Aug 03, 2009 from Wendy WeissIs cold calling dead? Hardly. Cold calling is actually one of the most targeted, efficient and effective ways to reach potential customers. Nothing beats having a real conversation with a prospect. The problem is that so many people do it poorly—that’s why it doesn’t work for them. Read on to ...
Views:1500
( 1 vote) - 2009 Cold Calling Checklist
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Submitted on Jul 30, 2009 from Wendy WeissIf we listen to the media, 2009 is shaping up to be a tough year. People are losing jobs and homes and businesses are struggling. A tough economy, however, does not mean that no one will ever buy anything or that no business at all will be done in 2009. What it does mean is that business owners ...
Views:1403
- Marketing Insensitives for 2009
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Submitted on Jul 30, 2009 from Wendy WeissApproximately two years ago I first wrote about “Marketing Insensitives.” At the time, I had received a call from a telemarketer offering me some “marketing insensitives” to purchase a product. Yes, she really said this! She was not being clever; she just couldn’t pronounce “incentive.” But, ...
Views:1084
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