Networking Trainers Article
I'm Not Interested
by Wendy Weiss
Whenever I conduct a workshop or Webinar, invariably someone asks the question:
"What should I say when the prospect says, 'I'm not interested?'"
My response invariably is: "It's probably too late."
Certainly you can try to recover from that "I'm not interested" response. You can ask, "Why do you say that?"
(Say this gently, as though you are confused and really, really want the answer.) You can repeat back:
"Not interested?" (Again, say this gently, as though you are confused.) This sometimes...
Networking Trainers Article
Beliefs->Actions->Results
by Wendy Weiss
What separates the people who are amazingly successful from those who struggle?
Why is one person able to start a business or begin a new job in sales and succeed,
while others with similar qualifications and abilities fail?
More and more I've come to realize that what makes the difference between those who
succeed and those who do not comes down to thoughts and beliefs.
You see, whatever you believe affects your actions. If you believe that a certain action is
negative, you will not want to take that action. If, on the other hand, you believe an action
to be positive, why then it will be far easier to move forward with that action.
Taking action (or not taking action), gives you...
Networking Trainers Article
Are We Selling?
by Wendy Weiss
I looked up the word "sell" in the dictionary. Here is what it said:
"To persuade (another) to recognize the worth or desirability of something."
This definition assumes value. It assumes that you recognize the value of whatever it is that you are selling. Inherent in the definition is the concept of worth or desirability.
I also looked up "salesperson," "saleswoman," "salesman," "sales clerk," and my favorite, "sales talk." The definition for "sales talk" was, "a line of reasoning or argument intended to persuade someone to buy something."
Whenever I do a workshop or teleconference, I frequently ask participants...
Networking Trainers Article
Amateurs
by Wendy Weiss
A professional is someone who shows up, no matter what. A professional is someone who gets the job done, no matter what. A professional is someone who does what she needs to do, when she needs to do it, no matter what. An amateur is someone who lets circumstances, other people and emotions get in the way...
Networking Trainers Article
Appointment Setting
by Wendy Weiss
Many people think they can just "wing it" or they "know what they want to say." On the telephone, however, you have 10 seconds to grab and hold your prospect's attention and frequently you don't get a second chance. Ten seconds goes by very quickly...
Networking Trainers Article
A "Warm Calling" vs."Cold Calling" Rant
by Wendy Weiss
Recently I had a conversation with yet another entrepreneur who told me he does not "cold call", he only does "warm calls". I continue to be baffled...
Networking Trainers Article
'Tis the Season...
by Wendy Weiss
The holidays loom... Office parties, family celebrations, religious celebrations, celebrations with friends… Meetings are cancelled. Decisions are postponed. Too much to do, no time to do it. The sales process turns to sludge.
Networking Trainers Article
Perception is Reality
by Wendy Weiss
I was never supposed to be a speaker, author and sales trainer. I was supposed to be a ballerina...
Networking Trainers Article
The Wasted, Unproductive Follow Up Call
by Wendy Weiss
I received a telephone call yesterday. It was someone I'd met at a networking group months ago. She reintroduced herself, mentioned the group where we'd met and said she was calling to follow up. She did not say about what...
Networking Trainers Article
Building Relationships
by Wendy Weiss
Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects. I'm confused.
Networking Trainers Article
The Question: To Confirm or Not to Confirm?
by Wendy Weiss
Do you confirm every prospect appointment before you head out the door?
-Or-
Do you not confirm, believing that it gives your prospect an "out?"
Networking Trainers Article
Eighty Percent Of Success Is Showing Up
by Wendy Weiss
The above quote, "Eighty percent of success is showing up." is
from Woody Allen. Your prospects and customers want what they want when they want
it. It is your job to deliver. If you do not, they will find
another source.
Networking Trainers Article
Appointment Setting
by Wendy Weiss
Wendy shares a veteran's tips and tricks for writing that all-important initial cold calling script.
Networking Trainers Article
More Stuff We Make Up About Our Prospects
by Wendy Weiss
It is important to differentiate between the actual words your prospect says and what you think your prospect is saying.
Networking Trainers Article
"Stuff We Make Up" About Our Prospects
by Wendy Weiss
A free training article by Wendy Weiss on common misconceptions we hold about our prospects
Networking Trainers Article
Ten Tips for Terminating Telephone Terror
by Wendy Weiss
- Sell something in which you believe—something that offers value and a benefit.
- Make telephone calls. No one will ever say “Yes” if they do not know of your existence.
- Stop making cold calls. (Too scary!) Instead, think of this process as making introductory calls. You are calling to introduce yourself, your company, your product or your service...
