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Data.com Connect Presents: Wendy Weiss - Your Message = Your Money

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Data.com Connect Presents: Wendy Weiss - Your Message = Your Money

  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. Your Message = Your Money Presented by Wendy Weiss The Queen of Cold Calling™ ©2016, Wendy Weiss
  3. 3. How would more qualified appointments impact your sales right now? ©2016, Wendy Weiss
  4. 4. The Queen of Cold Calling ©2016, Wendy Weiss
  5. 5.  3 Top Challenges  Why you really do need a script  Why your script may not be working  3 key elements of an appointment-setting script  Why selling skills won’t work for prospecting  Getting prospects to return phone calls & respond to emails  How to go further © 2016, Wendy Weiss Today’s Agenda
  6. 6. Challenge #1 Prospecting vs. Marketing ©2016, Wendy Weiss
  7. 7. Prospecting vs. Marketing Narrow Net vs. Wide Net ©2016, Wendy Weiss
  8. 8. Prospecting vs. Marketing Call to Action ©2016, Wendy Weiss
  9. 9. Challenge #2 Prospecting vs. Selling ©2016, Wendy Weiss
  10. 10. Prospecting vs. Selling Selling skills can torpedo the appointment ©2016, Wendy Weiss
  11. 11. 2 Halves of the Sales Cycle Prospecting The Appointment Suspicious ←Opening Conversation→ Open Fast ←Pace of Exchange→ Measured Incomplete ←Prospect Responses→ Businesslike & logical Repetitive ←Process→ Open ©2016, Wendy Weiss Prospecting vs. Selling
  12. 12. Challenge #3 Your prospecting message may be broken. ©2016, Wendy Weiss
  13. 13. What is a Script? (& Why Should You Have One?) Preparation ©2016, Wendy Weiss
  14. 14. What is a Script? (& Why Should You Have One?) “What’s measured, improves.” –Peter Drucker ©2016, Wendy Weiss
  15. 15. What is a Script? (& Why Should You Have One?) 3 Key Elements Opening: Get the prospect’s attention Process to qualify the prospect Language to ask for the appointment and/or the appropriate next step ©2016, Wendy Weiss
  16. 16. What is a Script? (& Why Should You Have One?) Voice Mail Scripts & Email Templates Get prospect’s attention Get a response ©2016, Wendy Weiss
  17. 17. The Right Message for the Right Target Stops prospects in their tracks Gets prospects to engage Gets prospects to return phone calls Gets prospects to respond to emails ©2016, Wendy Weiss
  18. 18. What Goes Wrong?  Too much information  Feature-dumping  Too much jargon  Asking the wrong questions  Asking the right questions at the wrong time  Not understanding the goal  Language that implies the prospect must make a buying decision  No call to action ©2016, Wendy Weiss
  19. 19. The Right Message for the Right Target Your Message = Your Money ©2016, Wendy Weiss
  20. 20. The Sales Winner’s Handbook PDF 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… Claim $227 Worth of Additional Business-Building Audios & Guides - FREE... Next 24 Hours… Save 20% © 2016, Wendy Weiss Next 24 Hours… http://bit.ly/MORE-SALES
  21. 21. 100% Ironclad Guarantee © 2016, Wendy Weiss
  22. 22. The Sales Winner’s Handbook PDF 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… Claim $227 Worth of Additional Business-Building Audios & Guides - FREE... Next 24 Hours… Save 20% © 2016, Wendy Weiss Next 24 Hours… http://bit.ly/MORE-SALES

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