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How to Up Your
Prospecting Game in 2018
and Beyond
Presented by
Wendy Weiss
The Queen of Cold Calling™
©2017, Wendy Weiss
The Queen of Cold Calling
©2017, Wendy Weiss
© 2017 Wendy Weiss
The Queen of Cold Calling
 CBRE
 Jones Lang LaSalle
 New York Life
 Avon Products
 ADP
 Sprint
 ...
 4 key make or break elements for successful
prospecting
 4 prospecting pitfalls to avoid
 4 ways to up your prospectin...
Make or Break #1
Your List
©2017, Wendy Weiss
Your List: Pitfall to Avoid
You cannot call everyone
©2017, Wendy Weiss
Your List
Define what makes a qualified
prospect for you
©2017, Wendy Weiss
Up Your Game: Your List
Upgrade your definition of what makes
a qualified prospect for you
©2017, Wendy Weiss
Make or Break #2
Your Skill
©2017, Wendy Weiss
Your Skill: Pitfall to Avoid
Not speaking your prospects’ language
©2017, Wendy Weiss
Your Skill
What are they challenges your
prospects have?
How do they talk about it?
©2017, Wendy Weiss
Up Your Game: Skill
Invest in yourself
©2017, Wendy Weiss
Make or Break #3
Your Process
©2017, Wendy Weiss
Your Process: Pitfall to Avoid
Winging it
©2017, Wendy Weiss
Your Process
Create your process
©2017, Wendy Weiss
Up Your Game: Your Process
Track your results
©2017, Wendy Weiss
Make or Break #4
Your Organization
©2017, Wendy Weiss
Your Organization:
Pitfall to Avoid
Not using software
©2017, Wendy Weiss
Your Organization
CRM
©2017, Wendy Weiss
Up Your Game:
Your Organization
CRM: Use it
©2017, Wendy Weiss
How to Up Your Prospecting
Game in 2018 and Beyond
Your List: Define the best target
Your Skill: Increase it
Your Process:...
The Sales Winner’s
Handbook PDF
Essential Scripts & Strategies to
Skyrocket Sales Performance
© 2017, Wendy Weiss
Instant ...
 53 word-for-word scripts to get the appointment,
sail through objections, and get the sale...
 144 questions to qualify...
$200 in Sales
Enhancing Extras
©2017, Wendy Weiss
 Finding Your Ideal Prospects - Those Most
Likely to Buy ($99 value)
 ...
 53 word-for-word scripts to get the appointment, sail through
objections, and get the sale...
 144 questions to qualify...
The Sales Winner’s Handbook PDF
Essential Scripts & Strategies to Skyrocket
Sales Performance
© 2017, Wendy Weiss
Next 24 ...
100% Ironclad Guarantee
© 2017, Wendy Weiss
The Sales Winner’s Handbook PDF
Essential Scripts & Strategies to Skyrocket
Sales Performance
© 2017, Wendy Weiss
Next 24 ...
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Data.com Connect Presents: Wendy Weiss - How to Up Your Prospecting Game in 2018 and Beyond

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Data.com Connect Presents: Wendy Weiss - How to Up Your Prospecting Game in 2018 and Beyond

  1. 1. Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers @connectmembers @Data.com
  2. 2. How to Up Your Prospecting Game in 2018 and Beyond Presented by Wendy Weiss The Queen of Cold Calling™ ©2017, Wendy Weiss
  3. 3. The Queen of Cold Calling ©2017, Wendy Weiss
  4. 4. © 2017 Wendy Weiss The Queen of Cold Calling  CBRE  Jones Lang LaSalle  New York Life  Avon Products  ADP  Sprint  Thousands of sales professionals…
  5. 5.  4 key make or break elements for successful prospecting  4 prospecting pitfalls to avoid  4 ways to up your prospecting game  How to eliminate frustration and never again want for great opportunities  How to go further © 2017, Wendy Weiss Today’s Agenda
  6. 6. Make or Break #1 Your List ©2017, Wendy Weiss
  7. 7. Your List: Pitfall to Avoid You cannot call everyone ©2017, Wendy Weiss
  8. 8. Your List Define what makes a qualified prospect for you ©2017, Wendy Weiss
  9. 9. Up Your Game: Your List Upgrade your definition of what makes a qualified prospect for you ©2017, Wendy Weiss
  10. 10. Make or Break #2 Your Skill ©2017, Wendy Weiss
  11. 11. Your Skill: Pitfall to Avoid Not speaking your prospects’ language ©2017, Wendy Weiss
  12. 12. Your Skill What are they challenges your prospects have? How do they talk about it? ©2017, Wendy Weiss
  13. 13. Up Your Game: Skill Invest in yourself ©2017, Wendy Weiss
  14. 14. Make or Break #3 Your Process ©2017, Wendy Weiss
  15. 15. Your Process: Pitfall to Avoid Winging it ©2017, Wendy Weiss
  16. 16. Your Process Create your process ©2017, Wendy Weiss
  17. 17. Up Your Game: Your Process Track your results ©2017, Wendy Weiss
  18. 18. Make or Break #4 Your Organization ©2017, Wendy Weiss
  19. 19. Your Organization: Pitfall to Avoid Not using software ©2017, Wendy Weiss
  20. 20. Your Organization CRM ©2017, Wendy Weiss
  21. 21. Up Your Game: Your Organization CRM: Use it ©2017, Wendy Weiss
  22. 22. How to Up Your Prospecting Game in 2018 and Beyond Your List: Define the best target Your Skill: Increase it Your Process: Define it and follow it Your Organization: Use CRM © 2017, Wendy Weiss
  23. 23. The Sales Winner’s Handbook PDF Essential Scripts & Strategies to Skyrocket Sales Performance © 2017, Wendy Weiss Instant Gratification
  24. 24.  53 word-for-word scripts to get the appointment, sail through objections, and get the sale...  144 questions to qualify prospects, gather critical information, gain agreement, justify price and close the sale…  Complete gatekeeper scripts…  12 strategies to bypass voice mail altogether  Sample voice mail campaigns  And much, much more A $40 Value © 2017, Wendy Weiss A Sample of What’s Included
  25. 25. $200 in Sales Enhancing Extras ©2017, Wendy Weiss  Finding Your Ideal Prospects - Those Most Likely to Buy ($99 value)  The VoiceMail Report - Naming and Reaching the Decision Maker (a $27 value).  The Ideal Leads Quick Start Guide ($27 value)  Ideal Prospect Profile Workbook ($47 value)
  26. 26.  53 word-for-word scripts to get the appointment, sail through objections, and get the sale...  144 questions to qualify prospects, gather critical information, gain agreement, justify price and close the sale…  Complete gatekeeper scripts…  12 strategies to bypass voice mail altogether  Sample voice mail campaigns  And much, much more  Finding Your Ideal Prospects - Those Most Likely to Buy  The Voicemail Report - Naming and Reaching  The Ideal Leads Quick Start Guide  Ideal Prospect Profile Workbook A $240 Value © 2017, Wendy Weiss
  27. 27. The Sales Winner’s Handbook PDF Essential Scripts & Strategies to Skyrocket Sales Performance © 2017, Wendy Weiss Next 24 Hours… Save 20% http://bit.ly/MORE-SALES
  28. 28. 100% Ironclad Guarantee © 2017, Wendy Weiss
  29. 29. The Sales Winner’s Handbook PDF Essential Scripts & Strategies to Skyrocket Sales Performance © 2017, Wendy Weiss Next 24 Hours… Save 20% http://bit.ly/MORE-SALES

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