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The New Rules for Cold Calling in 2011

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Fordyce Letter Webinar from 7/27/11, presented by Wendy Weiss.

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The New Rules for Cold Calling in 2011

  1. 1.   The  New  Rules  for     Cold  Calling  in  2011     Presented by: Wendy Weiss The Queen of Cold Calling™ www.queenofcoldcalling.com ©2011  Wendy  Weiss  
  2. 2. ©2011  Wendy  Weiss  
  3. 3. •  Find  the  prospects  who  are  most  likely  to  buy  •  Separate  yourself  from  the  pack  and  stand  out   from  the  crowd  •  Guarantee  that  your  prospects  will  be  receptive    •  Build  rapport  and  respect  with  your  prospects  •  Find  your  prospects  hot  buttons  •  Make  your  message  resonate  with  your   prospects  so  that  they  want  to  hear  more  •  Win  your  prospects  business   ©2011  Wendy  Weiss  
  4. 4. ©2011  Wendy  Weiss  
  5. 5. ©2011,  Wendy  Weiss  
  6. 6. •  Marketing  activities  •  Referrals  •  Networking/Web  2.0  •  Cold  Calling   ©2011  Wendy  Weiss  
  7. 7. ©2011  Wendy  Weiss  
  8. 8. •  Open  the  phone  book  and  start  making  calls  •  Make  100  dials/day  and  someone  will   eventually  say,   yes.  •  Every  call  is  different  so  I  can t  use  a  script.  •  Go  through  the   no s  and  hang  ups  until  you   finally  get  a   yes.   ©2011  Wendy  Weiss  
  9. 9. •  Go  through  the   no s  and  hang  ups  until  you   finally  wear  the  prospect  down  •  Practice  rebuttals  to  ensure  that  you  can   corner  the  prospect  •  Somehow  manipulate  the  prospect  into   agreeing  •  The   Born  Sales  Person  •  ABC:  Always  Be  Closing   ©2011  Wendy  Weiss  
  10. 10. 1.  Belief   Belief  à  Actions  à  Results   ©2011  Wendy  Weiss  
  11. 11. 2.  Target     •       Who  is  most  likely  to    buy?   ©2011  Wendy  Weiss  
  12. 12. •  Develop  your  qualifying  parameters    (and   make  them  concrete)  •  Call  the  highest-­‐level  person  you    believe  is   the  decision-­‐maker  •  If  you  are  not  speaking  with  a  decision-­‐maker,   you  are  not  speaking  with  a  qualified  prospect  •  If  you  are  not  speaking  with  a  qualified   prospect,  they  will  never  buy  from  you   ©2011  Wendy  Weiss  
  13. 13. 3.  Skill   •     Answer  Your  Prospects    Question:    Why  Should  They    Buy  From  You? ©2011  Wendy  Weiss  
  14. 14.   •     What  problems  do  you  solve?   •     How  do  you  help  your  customers?   •     Understand  why  your  prospects  buy   •  Use   Success  Stories  to  illustrate  how  you   help        customers   ©2011  Wendy  Weiss  
  15. 15. 4.  Understand  The  Goal  of  Your  Call   •     What  action  do  you  want  your  prospect  to        take? ©2011  Wendy  Weiss  
  16. 16. •  Bite-­‐sized  •  Concrete  •  Moves  the  process  forward   ©2011  Wendy  Weiss  
  17. 17. 5.  Have  A  System     •     Contact  tracking   •     Best  Practices   •     Scripts   ©2011  Wendy  Weiss  
  18. 18. 6.  Action     Belief  without  Action  is  Daydreaming   ©2011  Wendy  Weiss  
  19. 19. •  Set  up  an  appointment  with  yourself  •  Get  a  calling  buddy  •  Reward  yourself  for  taking  action   ©2011  Wendy  Weiss  
  20. 20. •  Belief  •  Target  •  Skill  •  Have  a  goal  •  Have  a  system  •  Take  action   ©2011  Wendy  Weiss  
  21. 21. The Sales Winner s Handbook:Essential Scripts & Strategies to Skyrocket Sales Performance (Insider Business by Phone Secrets) http://www.queenofcoldcalling.com/swh     •  53  Word-­‐for-­‐Word  Scripts  to  Get  the  Appointment,  Sail   Through  Objections,  and  Get  the  Sale...   •  Scripts  for  What  to  Say  in  Every  Situation  so  You  Get  What   You  Ask  for...   •  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...   •  And  Much  More...   ©2010  Wendy  Weiss  

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