Career Directors International

"Your workshop, 'Your Words Can Make You Rich,' made a strong impact at our Convention this year. Your talk received high marks from attendees…. You delivered valuable content and, more importantly, the interactive parts of your workshop gave attendees a road map for using that content. Even now, I continue to hear how your workshop has helped attendees turn prospects into clients."

~ Laura A. DeCarlo, Executive Director

Bob Goodner on
The Queen's Ezine

“Great material and information, Wendy. It just keeps getting better and better...Thank you for plowing the field so that others can reap the harvest....”

~ Bob Goodner

International Cemetery, Cremation & Funeral Association

"...please accept our heartfelt thanks for providing us with an excellent program at the Wide World of Sales Conference. The quality of this program was second to none. We appreciate the time and effort that went into your presentation and particularly your willingness to share your knowledge and experience with our members."

~ Joseph Budzinski,
COO ICCFA

Corporate Consulting

Create a Selling System:

	Does your team keep its prospect funnel full?
	Can your team easily separate the qualified prospect from the unqualified? The highly qualified from the somewhat qualified?
	Do you know how your people spend their time?
	Do you have a system to track leads so that your team never misses opportunities?

Let The Queen help you design a system to generate leads, save time and maximize sales opportunities.

Contact The Queen directly.

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Create a Strategic Plan:

	What are you selling?
	Who are your prospects that are most likely to buy?
	Where will you find them?
	How will you approach them?

Let The Queen help you develop a value-centered sales approach targeting those prospects most likely to buy.

Contact The Queen directly.

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Skills Evaluation:

	Do you know what’s working and what’s not?
	Do you know why some team members are consistent closers and some are not?
	Do you know how your people spend their time?
	Do you know how to take the marginal performer to the mid-level and the mid-level performer to the stratosphere?

Let The Queen help you evaluate your team and see what’s working and what’s not. We’ll keep what’s working and then create a road map for accelerating the sales process.

Contact The Queen directly.

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Customized aids, learning materials and script books:

	How does your team prepare?
	Do they speak in a compelling manner to customers and prospects?
	Do they ask the right questions?
	Do they have the right answers?
	How do they ask for the sale?

Let The Queen help your team with customized aids, learning materials and script books.

Contact The Queen directly.

Speech and Seminar/Workshop Topics

Purpose: Gain confidence, reach more prospects, close more sales.

Speech and Seminar/Workshop Topic List:

	Mastering the Introductory Business Call Double the number of new business appointments you set.
	Cold Calling for Women: Opening Doors and Closing Sales Use your selling strengths to open doors and close sales.
	Close More Sales by Selling to Your Ideal Prospect Sell to prospects who want to buy.
	The Art of the Close Close now.
	Listen Up! Control every sales situation.
	Get Organized to Sell Sell more in less time

Presentation Style:

The Queen, Wendy, is specific, down-to-earth, results-oriented and inspirational with substance. She uses a combination of stories, audience participation, humor, and specific how-to information along with detailed handouts. Wendy will vary the mix of these elements in her presentation depending on client goals, time frame and the particular audience.

All programs can be custom-designed to suit the client’s specific needs. If you do not see exactly what you are looking for—please ask!

Read what clients have to say.

Click here to contact The Queen directly.

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Mastering the Introductory Business Call

It’s never been more difficult to “get in the door” to see prospects. Decision-makers are busier than ever and budgets are tighter then ever. Status quo reigns. Few decision-makers want to take the time to meet with new resources and fewer still want to “rock the boat.” Given these almost insurmountable difficulties, how does the successful sales professional get in the door anyway?

Topics include:

	Finding the prospects who are most likely to buy
	Identifying hot leads so you don’t waste your time
	Eliminating “Telephone Terror” and “Call Reluctance”
	Creating cold calling scripts that make prospects want to see you
	Answering objections and nailing the appointment
	Breezing past the screens/gatekeepers and easily handling the voice-mail barrier
	How to double the number of face-to-face appointments set

Time Frames:
Speech: 45-60 minutes     Seminar/Workshop: half day/full day

Target Audience: Sales representatives, sales managers, sales professionals, entrepreneurs and business owners

Read what clients have to say.

Click here to schedule this exciting workshop.

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Cold Calling for Women:
Opening Doors and Closing Sales

Women have unique issues and strengths when it comes to cold calling and sales. How we perceive ourselves, how others perceive us, the societal norms of what is considered to be “feminine” versus the proactive approach needed for sales, all come into play. Using these issues and strengths to learn the what, why and how of successful cold calling, Wendy Weiss teaches specific, real-life techniques to open more doors and close more sales.

Topics include:

	The forgotten wisdom: It’s not what you say, it’s how you say it
	Eliminating “Telephone Terror” and “Call Reluctance”
	Creating cold calling scripts that make prospects want to see you
	Breezing past the screens/gatekeepers and easily handling the voice-mail barrier
	Converting any and all objections into profitable sales
	Nailing the appointment. Don’t take “no” for an answer!
	Build rapport and respect with your prospect
	Listen actively and use intuition to connect with your prospect

(The book, Cold Calling for Women: Opening Doors & Closing Sales by Wendy Weiss, can be purchased for participants in advance at a bulk discount rate.)

Time Frames:
Speech: 45-60 minutes     Seminar/Workshop: half day/full day

Target Audience: Women entrepreneurs, business owners, sales representatives, sales managers and sales professionals.

Read what clients have to say.

Click here to schedule this exciting workshop.

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Close More Sales by Selling to Your Ideal Prospect

Are you tired of “No?”
Would you like to close the sale easily?
Would you like customers to flock to you, bringing referrals by the dozens?

Then find and sell to your ideal prospect. Find and sell to the prospects that want what you are selling. Find and sell to prospects that want to buy.

In today’s market, generating sales requires planning and skill. The world is full of potential prospects, your day has 24 hours. Use your day wisely by targeting and selling only to those who are likely to buy.

Drawing from her own career experience as well as the experiences of her clients, Wendy Weiss articulates specific action steps to make your business grow.

Topics include:

	Developing a can’t miss strategic plan for new business development
	Identifying hot leads so you do not waste your time
	Creating scripts and scenarios that make prospects want to see you
	Gaining the competitive edge by positioning yourself and your business as the expert
	Using testimonials and story telling to increase sales
	Asking for referrals—and getting them!
	Building relationships

Time Frames:
Speech: 45-60 minutes     Seminar/Workshop: half day/full day

Target Audience: Sales representatives, sales managers, sales professionals, entrepreneurs and business owners.

Read what clients have to say.

Click here to schedule this exciting workshop.

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The Art of the Close

Are your pitches effective?
Are you getting through to decision-makers in your target market?
Are you closing sales?

Learn to “read” your prospect. Learn to speak to their needs, wants and desires! Learn how to ask the right questions, articulate benefits, qualify the decision-maker and close the sale.

Wendy Weiss will show you how to “get to yes” by working smarter, with less effort, but more efficiency.

Topics include:

	Don’t lose the sale when you walk in the door
	Finding out what your prospect is really thinking
	Getting that second meeting
	Asking the right questions to set up the sale
	Understanding your sales cycle and how to use it to your advantage
	Getting agreement and move your prospect to “yes”
	The moment of truth: Asking for the sale

Time Frames:
Speech: 45-60 minutes     Seminar/Workshop: half day/full day

Target Audience: Sales representatives, sales managers, sales professionals, entrepreneurs and business owners

Listen Up!

How do you control the sales situation?
How do you get your prospect’s attention and make them comfortable with you and your expertise?
How do you build rapport and trust with prospects and customers?

Answer: Listening skills!

Top sales professionals listen to prospects to learn their interests, concerns and needs. They then target their presentations to offer real solutions that speak to those specific interests, concerns and needs.

Topics include:

	Determining your own listening style
	Determining the communication styles of others
	Locating key words, phrases and ideas while listening
	Interpreting body language clues
	Asking constructive, non-threatening questions that elicit real information
	Getting others to listen to you

Time Frames:
Speech: 45-60 minutes     Seminar/Workshop: half day/full day

Target Audience: Sales representatives, sales managers, sales professionals, entrepreneurs and business owners, presidents and CEO’s

Read what clients have to say.

Click here to schedule Listen Up! or any of these exciting workshops.

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Get Organized to Sell

Are you losing sales leads under a paper avalanche?
Are you incredibly busy—yet not closing sales?
Do you feel overwhelmed and unable to meet customer deadlines and quarterly sales figures?
Is everything that you really need to do your job well misplaced or left behind in a different location?

Topics include:

	Getting out from under the paper avalanche
	Technology: Contact tracking software, cell phones, PDA’s, voice mail and e-mail
	Time Management: Structuring your day to get things done
	Follow the money
	Working more productively out of your car
	Working more productively out of your home office
	Dealing with distractions, interruptions and procrastination

Time Frames:
Speech: 45-60 minutes     Seminar/Workshop: half day/full day

Target Audience: Sales representatives, sales managers, sales professionals, entrepreneurs and business owners.

Read what clients have to say.

Click here to schedule Get Organized to Sell or any of these exciting workshops.

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Individual & Group Sales Coaching

Coaching can be a stand-alone program or used to supplement and reinforce training workshops.

Purpose: Gain confidence, reach more prospects, close more sales.

Sales Coaching will:

	Reinforce training goals
	Teach and reinforce specific skills to communicate the sales message effectively
	Provide a consistent structure in which to prospect, develop new business and close sales
	Provide a realistic plan of action to meet prospecting and/or sales goals
	Provide accountability to those goals
	Provide tools to build rapport with prospects
	Teach participants to control the conversation with their prospect and achieve the desired outcome
	Provide monitoring of prospecting calls, sales calls and results to keep participants focused and on track
	Accelerate the prospecting performance and increase sales activity

Participants focus on pushing the limitations and removing the roadblocks that keep them from effectively and efficiently meeting with and selling to qualified prospects. Together with the coach, participants strategize and problem-solve to accelerate their sales performance.

Coaching tools include a methodology for crafting effective scripts and answering prospect objections, role-playing, time management skills and monitoring of prospecting and sales call results. Participants gain confidence, new skills, reach more prospects and close more sales.

All coaching sessions are customized with specific attention to the issues and challenges present in corporate culture, the current selling environment and the particular industry.

The coaching sessions are conducted on a weekly or bi-weekly basis. Specific customized training handouts are included.

Read what clients have to say.

Contact The Queen directly.

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