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Telephone prospecting getting prospects to respond in a busy, stressed out word by @wendyweiss for @connectmembers

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Information about Telephone prospecting getting prospects to respond in a busy, stressed...
Business & Mgmt

Published on January 29, 2014

Author: Salesforce

Source: slideshare.net

Description

Nothing beats having a real conversation with a prospect. But the game has gotten harder. Today’s super busy, stressed out prospects don’t answer their phones and instead hide behind voice mail and email. When you connect with a prospect directly you have less than 30 seconds to gain their interest and engagement. There’s no room to make a mistake and there are no second chances.

In today’s tough selling market, you need to understand what you’re up against and have a solid, proven plan to engage your prospects and consistently win them over.

In this powerful, information-packed session with Wendy Weiss, you will learn:

• What works in today’s tough selling environment and what will simply slow you down and waste your time
• Why prospects say, “I’m not interested,” and how to make them stop
• To reach those impossible to reach prospects
• To eliminate rejection, frustration and stress and instantly warm up your calls
• And much, much more!

Presented by Wendy Weiss, Business Development Specialist. Wendy Weiss is known as The Queen of Cold Calling™. An author, speaker, sales trainer, and sales coach, Wendy is recognized as one of the leading authorities on lead generation, cold calling and new business development.
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Telephone Prospecting 2014: Getting Prospects to Respond in a Super Busy, Stressed Out World Presented by: Wendy Weiss The Queen of Cold Calling™ www.coldcallingresults.com © 2014 Wendy Weiss

Do you wonder…? © 2014, Wendy Weiss

We will Talk About:  What works in today’s tough selling environment  Why prospects say, “I’m not interested”  Reaching impossible to reach prospects  Eliminating rejection, frustration and stress  How to go further © 2014 Wendy Weiss

The Queen of Cold Calling © 2014 Wendy Weiss

Challenge #1: Finding the Decision-Maker © 2014, Wendy Weiss

Solution: Your Ideal Prospect  Who is most likely to buy?  Start at the top © 2014, Wendy Weiss

Challenge #2: No Impact  No one cares what you do  No one cares what you sell © 2014, Wendy Weiss

Solution: Radio Station WIIFM © 2014, Wendy Weiss

Challenge #3: No System “What’s measured, improves.” --Peter Drucker © 2014, Wendy Weiss

 2% of sales are made on the First contact.  3% of sales are made on the Second contact.  5% of sales are made on the Third contact.  10% of sales are made on the Fourth contact.  80% of sales are made on the Fifth to Twelfth contact. © 2014, Wendy Weiss

Solution: Create Your System  Introduction  Voice mail campaign  Email campaign © 2014, Wendy Weiss

Telephone Prospecting 2014: Getting Prospects to Respond in a Super Busy, Stressed Out World  The right prospects  The right message  The right system © 2014, Wendy Weiss

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