Sales Expert
« Previous EntriesThe Wrong Person Can Sometimes Be Right By Wendy Weiss
Friday, October 10th, 2008Having a hard time putting a name on the decision-maker? Can’t get the information you need to qualify your prospect? Want to know the best time to reach your prospect directly?There is a solution. Call anyone–as long as they’re not your prospect.
Let’s say that you are having a difficult time finding the name of the […]
Prospecting Tips / Asking Good Questions by Wendy Weiss
Wednesday, September 10th, 2008This question justifies expense. Use this question, or depending on the circumstances, use the following question:How much do you think this would help you save?
This question also helps justify expense.
2. What would motivate you to change?
This question creates the rationale a prospect will use to justify their purchase
3. Do you have a preference?
If your prospect […]
If It Doesn’t Hurt, I Must Be Doing It Wrong by Wendy Weiss
Sunday, August 10th, 2008Are your prospects hanging up on you? Saying they’re “not interested,” they “have a vendor” or “send me some information we’ll call if we need you?” Does prospecting hurt? If so, read on:
This morning I was interviewed by Umar Hameed of No Limits Selling, www.NoLimitsSelling.com. We were talking about prospecting, sales, life and over-complicating things […]
8 Strategies to Guarantee Success in Cold Calling by Wendy Weiss
Tuesday, July 1st, 20081. Make telephone calls
No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. Your call […]
I Just Called to See How Things are Going by Wendy Weiss
Sunday, June 1st, 2008This is a sad story. Sad but true. It was a real conversation, ostensibly a sales conversation. This sales conversation, and many others just like it, are happening all over the world. I recount this sad sales conversation here in hope that we may all learn from it:Sales Representative: “I just called to see how […]
