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The Sales Whisperer® blog is a compilation of podcasts—The Sales Podcast and The CRM Sushi Podcast—How-To articles and videos, inspirational posts, a little humor, and a whole lot of common sense. Subscribe here to have Wes Schaeffer's musings sent to your inbox for free from time to time. It's the best way to keep your sanity in this world of flash, gimmicks, and goo-roos.

Cold Calling Queen Wendy Weiss on The Sales Podcast

Posted by Wes Schaeffer | July 04

 

About Today's Guest

On July 2, 2013, I had a great conversation with Wendy Weiss, The Queen of Cold Calling. Below are the notes I took during our time together:

Only 4 ways to get new business.

  1. Marketing.
  2. Referrals.
  3. Networking.
  4. Cold calling.

1-3 are great but they are inherently passive. Picking up the phone is the most direct and active way to generate business.

Start with the "C" leads. The "crummy" leads, until you get good.

There is no such thing as a "generic" cold calling script. You must use relevant language and be relevant to the prospect.

What are their issues?

What do I say when the prospect says "I'm not interested?" If you get it all the time you are either not interesting or you are calling the wrong list.

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The prospect wants to know "who you are" and "what you want."

How do I deal with voicemail?

It makes sense to use voicemail as a tool but you need to leave more than one to get a return call. You can't wing it. You need to script it out ahead of time. Make 4 calls, send 4 emails, all at the same time over a regular period, for example. If they are a good enough lead, recycle this process and start it again a month or two or three later.

Fear holds people back from making calls. It's just a form of direct marketing. You don't have to love it. Just do it.

Get "The Cold Calling Survival Guide" and "Cold Calling for Women: Opening Doors and Closing Sales" (affiliate links)  

Sell Or Die 

Tools To Thrive

  • Make Your Marketing Magnetic: This is where it all began for me. You can attract qualified, eager buyers like clockwork when you master the concepts in this valuable program.

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If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Now go sell something.

Topics: Cold Calling, The Sales Podcast, Wendy Weiss, Podcast, Negotiation Skills, Telemarketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Welcome to The Sales Whisperer®

Wes Schaeffer, The Sales Whisperer® helps you grow your sales. Sales | Marketing | Technology

Great marketing makes sales easy. Great selling makes great marketing possible. Great technology delivering great marketing and sales makes you rich. The World of The Whisperer is a community of doers, of action takers, of those who walk their talk. I'm thrilled that you are here. ~Wes Schaeffer

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