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. ...
Cold Calling Tips from the Queen of Cold Calling
Monday, August 16th, 2010 Posted in Ask Wendy | No Comments »Follow up. Follow up. Follow up. Do what you say you're going to do. If you tell your prospect that you will call next Thursday at 3:00 p.m.--call your prospect next Thursday at 3:00 p.m. Use a system to track your leads. ...
Cold Calling Tips from the Queen of Cold Calling
Friday, August 13th, 2010 Posted in Ask Wendy | No Comments »Building rapport with your prospect starts with you and your prospect. Think about it-do you enjoy speaking with someone who is thinking about something else and not about your conversation? Of course, you don't! People can sense when someone is ...
Cold Calling Tips from the Queen of Cold Calling
Friday, August 6th, 2010 Posted in Ask Wendy | No Comments »1. If your prospect is using a similar product/service, most likely that prospect believes the product/services to be of value in some way. That means that your prospect needs you or someone just like you to provide the value they ...
Cold Calling Tips from the Queen of Cold Calling
Wednesday, August 4th, 2010 Posted in Ask Wendy | No Comments »If you keep reaching a secretary or assistant, do not call that lead more than 3 times in one day. This is one reason to keep adding new names to your list. If you keep reaching voice mail, however, you ...
