Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

19
Cold Calling: How to Get the Appointment Presented by: Wendy Weiss The Queen of Cold Callingwww.queenofcoldcalling.com © 2012 Wendy Weiss

description

Have you ever asked yourself why it is so difficult to motivate sales representatives to make prospecting calls? Have you ever wished that making prospecting calls would simply be a whole lot easier and far less frustrating? How many times have you found yourself thinking, “I’m ok once I get in the door… I just wish I could get in more doors?” When you attend this live webinar, with Wendy Weiss, The Queen of Cold Calling™ you will discover: • Exactly what to say to gatekeepers and anyone else who says, “What is this in reference to?” • How to craft a compelling call opening that grabs and holds your prospect’s attention. • The #1 Rule that will keep prospects from saying, “I’m not interested.” • How to ensure that you get the appointment. • And much, much more. Presented by Wendy Weiss, The Queen of Cold Calling™, is an author, speaker, sales trainer, and coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development.

Transcript of Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Page 1: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Cold Calling:

How to Get the Appointment

Presented by:

Wendy Weiss

The Queen of Cold Calling™

www.queenofcoldcalling.com

© 2012 Wendy Weiss

Page 2: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Ask your questions via Twitter

Tweet: @datadotcom #jigsawcontacts

Or in the Questions box on your screen

© 2012 Wendy Weiss

Page 3: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Cold Calling:

How to Get the Appointment

Presented by:

Wendy Weiss

The Queen of Cold Calling™

www.queenofcoldcalling.com

© 2012 Wendy Weiss

Page 4: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

We will Talk About:

Why cold call at all?

What does it take to succeed today?

Why sales people fail

Gatekeepers

Compelling Call Openings

The Law of Action

© 2012 Wendy Weiss

Page 5: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

The Queen of Cold Calling

© 2012 Wendy Weiss

Page 6: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Why Cold Call?

Control

Human being to human being connection

Respond in real time

Start the relationship

© 2012 Wendy Weiss

Page 7: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Why Do Sales People Fail?

Not enough conversations

Not enough appointments

Not enough new accounts

© 2012 Wendy Weiss

Page 8: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

The Old Strategies

Scatter shot

Numbers game

The phone book

Go through the no’s and hang ups…

“Winging it”

© 2012 Wendy Weiss

Page 9: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

What’s Happening Today?

Prospects:

Stressed out

Doing more with less

Don’t rock the boat

Busy

Attention span of a gnat

© 2012 Wendy Weiss

Page 10: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

What is Happening Today?

Skilled

Strategic

Take Action

© 2012 Wendy Weiss

Page 11: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Skill

Gatekeepers

What would Hillary Clinton say?

© 2012 Wendy Weiss

Page 12: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Skill

Compelling Call Opening

WIFM

“What’s in it for me?”

© 2012 Wendy Weiss

Page 13: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Skill

Compelling Call Opening

Can an 8-year-old understand?

© 2012 Wendy Weiss

Page 14: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Strategy

“If everyone with whom you speak says, ‘I’m

not interested…’ you’re not saying anything

interesting.”

Wendy Weiss

The Queen of Cold Calling™

© 2012 Wendy Weiss

Page 15: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Strategy

How will you get prospects to respond?

The Voice Mail Campaign

© 2012 Wendy Weiss

Page 16: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

The Law of Action

Set up an appointment with yourself

Get a calling buddy

Reward yourself for taking action

© 2012 Wendy Weiss

Page 17: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

How Do You Succeed Today?

Skilled

Strategic

Take Action

© 2012 Wendy Weiss

Page 18: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

♦ 53 Word-for-Word Scripts to Get the Appointment, Sail Through Objections, and

Get the Sale...

♦ Scripts for What to Say in Every Situation so You Get What You Ask for...

♦ 144 Questions to Qualify Prospects, Gather Critical Information, Gain Agreement,

Justify Price, and Close the Sale…

♦ Claim $227 Worth of Additional Business-Building Audios & Guides – FREE…

♦ And Much More...

Special Offer The Sales Winner’s Handbook:

Essential Scripts & Strategies to Skyrocket Sales Performance

(Insider Business by Phone Secrets)

http://bit.ly/sales-handbook

© 2012 Wendy Weiss

Page 19: Cold Calling: How to Get the Appointment w/ @wendyweiss for @datadotcom

Find us anytime:

@datadotcom

http://data.com/facebook

© 2012 Wendy Weiss