the new rules for cold calling in 2011

The New Rules for Cold Calling in 2011

Presented by:

Wendy Weiss

The Queen of Cold Calling™

www.queenofcoldcalling.com ©2011 Wendy Weiss

•  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

•  Marketing activities •  Referrals •  Networking/Web 2.0 •  Cold Calling

©2011 Wendy Weiss

•  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

•  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

1. Belief

Belief à Actions à Results

©2011 Wendy Weiss

2. Target

•  Who is most likely to

buy?

©2011 Wendy Weiss

•  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

3. Skill

•  Answer Your Prospects’ Question: Why Should They Buy From You?

©2011 Wendy Weiss

•  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

4. Understand The Goal of Your Call

•  What action do you want your prospect to take?

©2011 Wendy Weiss

•  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

The Sales Winner’s Handbook: Essential Scripts & Strategies to Skyrocket Sales Performance

(Insider Business by Phone Secrets)

http://www.queenofcoldcalling.com/swh