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The #1 Secret to Setting the Appointment w/ @wendyweiss for @datadotcom

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- Do you consistently have conversations with prospects that go nowhere at all?
- Do you try to build rapport, build a relationship, ask good questions and offer value on prospecting calls, yet you struggle to set the appointment?
- Do your prospects sometimes seem interested, even engaged but when you ask for the appointment do they frequently say, “We’ll call you if we need you,” “We already have a vendor,” “Call me next year” or something else along those lines?

If this is happening to you, you are not alone. You may be working very hard, trying to do all the things the gurus have told you to do… yet your approach may actually be keeping you from scheduling more appointments.

In this information-packed training session with Wendy Weiss, who is known as The Queen of Cold Calling™, you will learn:

- The #1 Secret to setting the appointment
- What Top Producers know that you may not
- What makes prospects want to hear what you have to say
- How to eliminate the stress and frustration and get results on each and every call
- And much, much more

Published in: Business
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The #1 Secret to Setting the Appointment w/ @wendyweiss for @datadotcom

  1. 1. The #1 Secret toSetting the Appointment Presented by: Wendy Weiss The Queen of Cold Calling™ www.queenofcoldcalling.com © 2013 Wendy Weiss
  2. 2. Send your questions 3 ways: Tweet: @datadotcom #jigsawcontactsVia The Corner! Bit.ly/CornerEventsOr in the Question’s box on your screen © 2013 Wendy Weiss
  3. 3. The #1 Secret toSetting the Appointment Presented by: Wendy Weiss The Queen of Cold Calling™ www.queenofcoldcalling.com © 2013 Wendy Weiss
  4. 4. ©2013, Wendy Weiss
  5. 5. We will Talk About: Are you killing the plants? The #1 Secret… What Top Producers know… What are prospects really thinking? Qualifying prospects Eliminating the stress and frustration © 2013 Wendy Weiss
  6. 6. The Queen of Cold Calling © 2013 Wendy Weiss
  7. 7. The Missing LinkAppointment =Your Prospect’s Agreement to Have an In-Depth Conversation with You ©2013, Wendy Weiss
  8. 8. We Can All Agree…It’s harder than ever toget your prospect’sattention. ©2013, Wendy Weiss
  9. 9. The Sales Professionals’ FrustrationHow to:  Build rapport  Ask probing questions  Gather relevant information  Build relationships …when the prospect won’t engage? ©2013, Wendy Weiss
  10. 10. Are You Working……really, really hard… …at the wrong activities? ©2013, Wendy Weiss
  11. 11. The 2 Parts of the Sales Process Setting the Appointment The Appointment The Interruption Expected Beginning Beginning Suspect Collegial Repartee Pace of Rapid Measured Exchange Prospect Hidden More Open Response Repetitive Preparation Unique © 2013 Wendy Weiss
  12. 12. Are You Killing the Plants? ©2013, Wendy Weiss
  13. 13. More Appointments? Have conversations in order to set appointments Set appointments in order to have conversations. ©2013, Wendy Weiss
  14. 14. What About Qualifying Prospects?Pre-Qualifythe ListNeed to Know vs. Nice to KnowAllow Prospects to Self-QualifySet the Appointment, Then QualifyGet Permission to Qualify ©2013, Wendy Weiss
  15. 15. What Are Your Prospects Really Thinking?Who are you?What do you want? ©2013, Wendy Weiss
  16. 16. Setting the Appointment Compelling Introduction • Value Proposition • Credentials • Example Ask for What You Want ©2013, Wendy Weiss
  17. 17. The #1 Secret Appointment = Prospect agreement Unique skill set Set appointments in order to have conversations Move the Sales Process forward ©2013, Wendy Weiss
  18. 18. Next 24 Hours… http://bit.ly/swh-data The Sales Winner’s Handbook53 Word-for-Word Scripts to Get the Appointment, Sail Through Objections, and Get the Sale...144 Questions to Qualify Prospects, Gather Critical Information, GainAgreement, Justify Price and Close the Sale…Claim $227 Worth of Additional Business-Building Audios & Guides - FREE...Next 24 Hours… FREE Priority Shipping in the US. ©2013 Wendy Weiss
  19. 19. Want to hear about upcoming webinars?Be sure you sign up on jigsaw.com! Find more Thought Leadership content and past webinars/recordings on The Corner! bit.ly/CornerEventsFind us anytime: @datadotcom /datadotcom © 2013 Wendy Weiss
  20. 20. Next 24 Hours… http://bit.ly/swh-data The Sales Winner’s Handbook53 Word-for-Word Scripts to Get the Appointment, Sail Through Objections, and Get the Sale...144 Questions to Qualify Prospects, Gather Critical Information, GainAgreement, Justify Price and Close the Sale…Claim $227 Worth of Additional Business-Building Audios & Guides - FREE...Next 24 Hours… FREE Priority Shipping in the US. ©2013 Wendy Weiss

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