Cold Calling Tips from the Queen of Cold Calling
Monday, September 13th, 2010 Posted in Ask Wendy | No Comments »1. When you give your prospect your contact information and when you are repeating the meeting date and time, use your voice to direct your prospect to write everything down. Speak s-l-o-w-l-y and distinctly, at a pace that they can ...
Cold Calling Tips from the Queen of Cold Calling
Friday, September 10th, 2010 Posted in Ask Wendy | No Comments »1. Many times, introductory callers worry about closing the sale, when they should only be focusing on making the introductory call. You cannot allow your anxiety about closing a sale to interfere with the step you need to take to ...
Cold Calling Tips from the Queen of Cold Calling – Asking the Right Questions
Monday, September 6th, 2010 Posted in Ask Wendy | No Comments »1. Which existing customers might be in a position to offer great referrals? If you don’t routinely ask customers for referrals it’s now the time to start. If you do routinely ask for referrals, when is the last time you asked? ...
Cold Calling Tips from the Queen of Cold Calling
Friday, September 3rd, 2010 Posted in Ask Wendy | No Comments »1. Make telephone calls. No one will ever say, 'yes' if they do not know of your existence. 2. Feel your prospect's pain. Articulate that pain. Your prospect will see you as someone who understands. Then, offer a solution. 3. Position yourself ...
Cold Calling Tips from the Queen of Cold Calling
Wednesday, September 1st, 2010 Posted in Ask Wendy | No Comments »Projection is when your prospect says something and you hear something else. It is vitally important not to read extra meaning into statements made by prospects. Remember, your priorities and those of your prospect are not the same. Your number-one ...
Cold Calling Tips from the Queen of Cold Calling
Monday, August 30th, 2010 Posted in Ask Wendy | No Comments »1. Sell something in which you believe--something that offers a value and benefit. 2. Think of your cold call as the beginning of a sales relationship. Pick one tip to implement today. Take action now to change your prospecting results. 3. You ...
Cold Calling Tips from the Queen of Cold Calling
Friday, August 27th, 2010 Posted in Ask Wendy | No Comments »If you are giving a sales presentation, make sure to only give that presentation after you thoroughly understand your prospect's specific problem and motivation to solve that problem. Ask the Magic Question: “After our conversation (discussion/you see our presentation…) if you ...
Cold Calling Tips from the Queen of Cold Calling
Monday, August 23rd, 2010 Posted in Ask Wendy | No Comments »1. Give yourself breaks when you need them. Get up and stretch. Take a brief walk. Drink plenty of water, so that you do not dehydrate. 2. Determine the benefits of what you are selling. That is the 'what's in it ...
Cold Calling Tips from the Queen of Cold Calling
Friday, August 20th, 2010 Posted in Ask Wendy | No Comments »1. Ask a few friends or colleagues to listen to the tape of your script. Ask them to evaluate it by the following criteria: Listen for warmth and passion in your voice. Do you sound interesting? Convincing? Confident? Is your ...
Cold Calling Tips from the Queen of Cold Calling
Wednesday, August 18th, 2010 Posted in Ask Wendy | No Comments »1. One of my colleagues refers to telephone prospecting as "telephone theater." I love that description because when you are making calls, you need to decide what it is that you want your prospect to hear and also to feel. ...
