“Working with you over the past two years has had an enormous impact both on our sales team and on our sales revenue. Our total sales in 2006 increased by 32% over sales for 2005. Then, in 2007 our total sales to date have increased by 29% over the 2006 numbers. We couldn’t have done it without you….”
Marlene Vogele, Vice President Sales
Gateway EDI

"In the four years I have been the CEO of ParishPay, we rarely have had someone impact our organization and improve our

   results as you have. Last year we had three inside sales staff

members and this year we have two. Our results this year were  128 appointments set by phone in 3 months, as opposed to 45 last year. If anyone can do math, they can see the value of your input in a phone-based sales operation."
Andrew Goldeberger, CEO

ParishPay/Intuition

“My new sales were up 23% this past year, and I am extremely happy with the outcome. You have made me feel more confident about myself and my ability to sell printing.”
Kathleen Henry
Mitchell Printing & Mailing

”...I feel confident that I have a proven script and can get around the gatekeeper to set the appointment. The greatest value I’ve gotten is being able to handle the emotions that come over me before I make the call and while on the phone. I’m a new sales professional so I know this has proved to be a great investment…”
Jennifer Corbett, Relationship Manager
Heartland Payment Systems

Meet Wendy Weiss

Wendy Weiss, The Queen of Cold Calling™, is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development and she helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.

Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Sales & Marketing Management and various other business and sales publications. She is also a featured author in two recently released books, Masters of Sales and Top Dog Sales Secrets.

Wendy is the author of the book, Cold Calling for Women. She has also created numerous self-study programs including Cold Calling College, The Miracle Appointment-Setting Script and Getting Past the Palace Guard.

An Alternate Identity

After losing many friends to AIDS, and then also recognizing the need for AIDS education targeted to youth, in 1991, Wendy founded Illusion Productions, a dance company of young people teaching young people about AIDS. From 1991 to 1997, this unique program, designed to reach at-risk youth, performed throughout New York City at high schools, community centers and after-school programs. To our knowledge, it was the only Dance Company in the world that provided peer-to-peer AIDS education.

Wendy is a former ballet dancer who performed with Pittsburgh Ballet Theater. (She was also “Mopsy” in the Kennedy Center’s Imagination Celebration production of The Tale of Peter Rabbit!) Wendy believes that everything that she knows in life, she learned in ballet class. She got into her current field, sales training, by accident—she needed a “day job.” But the results have been happy, and she has no regrets. Wendy had stopped dancing for many years because of osteoarthritis, (a common complaint for ballet dancers) but after two total hip replacements, she is once again taking dance class. (Wendy is nothing, if not determined.)

Wendy lives in New York City with her cats, Mama Cat and Mr. Mitz.

Here is a memorial to the much missed, Ms. Kitty.

Sales Wisdom I Learned from Ms. Kitty
(CFO, Chief Furry Officer)

I love my cat. Her name is Ms. Kitty. She was named after Mr. Cat, who died 13 years ago, and after Amanda Blake of “Gunsmoke” fame.

Those of you who are cat lovers are nodding your heads and smiling. The rest of you probably think I’ve totally lost it. But before you tune out completely, let me share some of the sales wisdom that I have learned from Ms. Kitty and from all the cats in my life.

Be clear in knowing your goal.
Ms. Kitty always knows what she wants. Whether it’s more food or to be petted or not to be petted, she knows what she wants and when she wants it. She spends much time pondering her wants. All that time spent sleeping on the couch is not what it appears. She’s really planning her next move.

Ask for what you want.
Once Ms. Kitty has determined her goal, she asks for it. Clearly and concisely. “Meow.” She lets me know in no uncertain terms what she wants. And if I’m not clever enough to understand the first time, she is patient with me until I do.

Ask again.
If at first you don’t succeed… Ms. Kitty asks, and asks and asks. She won’t go away. She won’t stop saying, “Meow.” She wants what she wants when she wants it, and she lets nothing stand in her way.

Ask a lot of people.
Ms. Kitty has learned over time that I don’t always immediately accede to her demands. That’s okay. She just asks someone else. And then someone else. Eventually, some human being says “yes.”

Be persistent.
Ms. Kitty never judges herself. She doesn’t worry about being “too pushy” or “too aggressive.” She doesn’t worry that her prospect might be “too busy” or “already have a cat.” She believes in herself, she knows what she wants, and she keeps asking until she gets it.

Don’t take “no” for an answer.
Ms. Kitty is clever and creative. She keeps asking. She asks many people. She reworks her pitch and starts over. She does not hear “no.” She realizes that sometimes humans are slow and she just has to keep after us till we “get it.” It’s a process.

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