telephone prospecting getting prospects to respond in a busy, stressed out word by @wendyweiss for...
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Nothing beats having a real conversation with a prospect. But the game has gotten harder. Today’s super busy, stressed out prospects don’t answer their phones and instead hide behind voice mail and email. When you connect with a prospect directly you have less than 30 seconds to gain their interest and engagement. There’s no room to make a mistake and there are no second chances. In today’s tough selling market, you need to understand what you’re up against and have a solid, proven plan to engage your prospects and consistently win them over. In this powerful, information-packed session with Wendy Weiss, you will learn: • What works in today’s tough selling environment and what will simply slow you down and waste your time • Why prospects say, “I’m not interested,” and how to make them stop • To reach those impossible to reach prospects • To eliminate rejection, frustration and stress and instantly warm up your calls • And much, much more! Presented by Wendy Weiss, Business Development Specialist. Wendy Weiss is known as The Queen of Cold Calling™. An author, speaker, sales trainer, and sales coach, Wendy is recognized as one of the leading authorities on lead generation, cold calling and new business development.TRANSCRIPT
Telephone Prospecting 2014: Getting Prospects to Respond in a
Super Busy, Stressed Out World
Presented by:
Wendy Weiss
The Queen of Cold Calling™
www.coldcallingresults.com
© 2014 Wendy Weiss
Do you wonder…?
© 2014, Wendy Weiss
We will Talk About:
What works in today’s tough selling
environment
Why prospects say, “I’m not interested”
Reaching impossible to reach prospects
Eliminating rejection, frustration and stress
How to go further
© 2014 Wendy Weiss
The Queen of Cold Calling
© 2014 Wendy Weiss
Challenge #1:
Finding the Decision-Maker
© 2014, Wendy Weiss
Solution: Your Ideal Prospect
Who is most likely to buy?
Start at the top
© 2014, Wendy Weiss
Challenge #2:
No Impact
No one cares what you do
No one cares what you sell
© 2014, Wendy Weiss
Solution: Radio Station WIIFM
© 2014, Wendy Weiss
Challenge #3:
No System
“What’s measured, improves.”
--Peter Drucker
© 2014, Wendy Weiss
2% of sales are made on the First contact.
3% of sales are made on the Second contact.
5% of sales are made on the Third contact.
10% of sales are made on the Fourth contact.
80% of sales are made on the Fifth to Twelfth
contact.
© 2014, Wendy Weiss
Solution: Create Your System
Introduction
Voice mail campaign
Email campaign
© 2014, Wendy Weiss
Telephone Prospecting 2014:
Getting Prospects to Respond in a Super Busy, Stressed Out World
The right prospects
The right message
The right system
© 2014, Wendy Weiss