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Cold Calling:
How to Get the Appointment
Presented by:
Wendy Weiss
The Queen of Cold Calling™
www.queenofcoldcalling.com
© 2012 Wendy Weiss
Ask your questions via Twitter
Tweet: @datadotcom #jigsawcontacts
Or in the Questions box on your screen
© 2012 Wendy Weiss
Cold Calling:
How to Get the Appointment
Presented by:
Wendy Weiss
The Queen of Cold Calling™
www.queenofcoldcalling.com
© 2012 Wendy Weiss
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
The Queen of Cold Calling
© 2012 Wendy Weiss
Why Cold Call?
Control
Human being to human being connection
Respond in real time
Start the relationship
© 2012 Wendy Weiss
Why Do Sales People Fail?
Not enough conversations
Not enough appointments
Not enough new accounts
© 2012 Wendy Weiss
The Old Strategies
Scatter shot
Numbers game
The phone book
Go through the no’s and hang ups…
“Winging it”
© 2012 Wendy Weiss
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
What is Happening Today?
Skilled
Strategic
Take Action
© 2012 Wendy Weiss
Skill
Gatekeepers
What would Hillary Clinton say?
© 2012 Wendy Weiss
Skill
Compelling Call Opening
WIFM
“What’s in it for me?”
© 2012 Wendy Weiss
Skill
Compelling Call Opening
Can an 8-year-old understand?
© 2012 Wendy Weiss
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
Strategy
How will you get prospects to respond?
The Voice Mail Campaign
© 2012 Wendy Weiss
The Law of Action
Set up an appointment with yourself
Get a calling buddy
Reward yourself for taking action
© 2012 Wendy Weiss
How Do You Succeed Today?
Skilled
Strategic
Take Action
© 2012 Wendy Weiss
♦ 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
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