get more qualified sales appointments in the next 24 hours · • the most common mistakes and how...

Get More Qualified Sales Appointments

In The Next 24 Hours

© 2020, Wendy Weiss

Wendy Weiss

My Goal For Today Is To Teach You A

System That Gets You More Qualified

Sales Appointments, More New Clients

& Increases Your Income.


The Elephant In The Room

• How To Sell In A Crisis

• How To Sell In A Pandemic

• How To Sell Maintaining Social

Distance


The Answer

Your Phone


What’s In It For You Today:


• The Most Common Mistakes And How You Can Avoid Them

• How To Ensure That An Opportunity Is A Qualified Opportunity

• The 4-Step Process For Setting More Qualified Appointments

• The #1 Secret To Getting Your Prospect’s Attention And Engagement

• Why Prospects Say, “I’m Not Interested” And How To Get Them To Stop

• How To Go Further…

Why Telephone Prospecting Works &

Why It Is Important

• Direct Introduction To The People You Want to Meet

• Powerful & Under Your Control

• Reach Your Audience At Low Cost

• Build Rapport And Create A Personal Connection

• Fastest Path To Cash

• Replicable System That You Can Plug Someone Into


How It All Started

And Why This Works For Anyone


4 Steps to Getting More Qualified Sales Appointments


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4P PROSPECTING PROCESS

It’s A Skill


4 Steps to Getting More Qualified Sales Appointments


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Passing Gatekeepers


PASSING

GATEKEEPERS


• Human Beings

• Voice Mail

2 Types Of Gatekeepers


Gatekeepers

The Myth Of The Dragon Lady…


RAIN Group Top Performance In Sales

Prospecting Research

“…it takes an average of 8 touches to get an initial

meeting (or other conversion) with a new prospect.”


Voice Mail

• The Voice Mail Campaign…

• A Drip Campaign For Voice Mail And Email


The Voice Mail Campaign

• Week 1: Voice Mail #1 & Email #1




• If You Do Not Hear Back: Recycle


Getting Prospects To Return Your Calls

• 5 Dials/Day = 25 Dials/Week

• 50 Weeks X 25 Dials = 1,250 Dials/Year

• Returned Calls At 1% = 13 Additional Conversations



Getting Prospects To Return Your Calls

• 20 Dials/Day = 100 Dials/Week

• 50 Weeks X 100 Dials = 5,000 Dials/Year





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Prospect Qualification


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Prospect Qualification

Selling Is A Process Of Disqualification


Your Ideal Prospect Profile

What Makes A Qualified

Prospect For You?



You Get To Choose



Objective Criteria



• Go For The Best Fit

• Disqualify The Rest



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Powerful Openings


POWERFUL

OPENINGS


Your Powerful Opening

• Conversations With Prospects

• Voicemails

• Emails



Nobody Cares What You Do…

…They Care How They’ll Be Better Off After You Finish


Our Ideal Prospects Worry About

Describe The Problem Using Your Prospect’s Language


Your Unique Story

You Have A Unique Story To Tell


Coming Up Next

• Powerful Responses To Objections

• Your Questions Answered


If You’re the Kind of Person Who…

• Knows prospecting is of critical importance

• Need to master this skill set

• Can’t wait to have results

• Ready willing and able to invest in your

business


“I am now supremely confident and have removed the fear

and emotion from prospecting. I’m now writing a lot of big

accounts. After working with Wendy I was able to pay off

my entire college debt, $60,000, in just 6 months.”


Aaron Lavespere

Commercial Insurance Consultant

“…the program has been life changing. Getting

appointments has gotten easier and easier and the

number of appointments I’m able to schedule has

tripled.”

Eric Gabrielsen

CCIG

Cherry Creek Insurance Group

CCIG Insurance Benefits

“Working with Wendy has enabled me to double my

revenue in half the time without doubling my effort.

…It’s only July and my production is already twice

that of the entire last year. The best part is I’ve also

doubled my time off.”


Jerry Iacangelo

Iacangelo Financial

Group LLC

Let’s Talk

http://bit.ly/WENDYWEISS



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Powerful Responses To Objections



The Best Way To Overcome Objections

Not To Hear Them In The 1st Place


The Best Way To Overcome Objections



Most People Create The Objections

They Hear By What They Say


Powerful Responses

Prospecting Is Predictable



• “I’m Working With Someone…”

• “I’m Too Busy…”

• “We’re Not Doing Anything

Right Now…”

• “Send Me Information…”

• “I’m Not Interested…”


What Is Your Goal?

Your Goal Is An Appointment



“I’m Working With Someone…”



“I’m Too Busy…”



“We’re Not Doing Anything Right Now…”



“Send Me Information…”



“I’m Not Interested…”



PASSING

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POWERFUL

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What Questions Do You Have?


Let’s Talk

http://bit.ly/WENDYWEISS


get more qualified sales appointments in the next 24 hours · • the most common mistakes and how...

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