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Wendy Weiss's Articles in Sales Success
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Do Your Words Betray You?
Even if you do feel nervous, using these particular word and vocal tips will make you sound confident and self-assured.
Power Words
Some words are better than others. Some words are stronger and more evocative than others. When you are on the phone with a prospect, you have about 10 seconds to grab and hold your prospect’s attention.
I'm Not Interested
From the moment your prospect says, "Hello," your goal is to gain your prospect's attention so that she is hungry to hear more.
Amateurs
Being a professional starts with your mind set, that you believe in what you are selling and that you do not give other people, circumstances or even your own thoughts and emotions the power to stop you.
Doomed Before You Dial?
How often do you project your fears and insecurities onto the prospect you are calling and decide that you are doomed before you dial? It is time to change.
Appointment Setting: An Introduction, Not a Lifetime Commitment!
Every sale has a cycle. Step one is always the introduction. Step two is "getting in the door." The lessons here are basic. Know your goal. The appointment. Focus on your goal. The appointment. Ask for what you want. The appointment.
Eighty percent of success is showing up.
It doesn't matter how smart you are. It doesn't matter how talented you are. It doesn't matter how great your product is. If you don't show up, nothing else counts.
A "Warm Calling" vs. "Cold Calling" Rant
When you have skills, you know how to catch a prospect's attention, you know how to keep their attention, you know how to respond to questions and objections and you know how to ask for what you want. When you have those skills it's no longer about a "warm" call or a "cold" call, it's about communication, conversation and results.
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