Join Wendy Weiss for this information-packed session on how to capture and maintain your prospect's interest!

1. © 2014 Marketo, Inc. Marketo Proprietary and Confidential
The 4 Things You Must Know Before You Call Another Prospect
Wendy Weiss – The Queen of Cold Calling

2. Page 2
© 2014 Marketo, Inc.
Marketo Proprietary and Confidential
Lead Qualification – Then and Now

3. Presented by: Wendy Weiss The Queen of Cold Calling™ www.coldcallingresults.com
© 2014 Wendy Weiss
4 Things You Must Know Before
You Call Another Prospect

4. The Queen of Cold Calling
© 2014 Wendy Weiss

5. We will Talk About How To:
© 2014, Wendy Weiss
Find the prospects most likely to buy
Stand out & win
Guarantee that prospects will be receptive
Build rapport and respect
Eliminate stress
Win your prospects’ business

6. New Opportunities
Marketing
Referrals
Networking
Cold Calling
© 2014, Wendy Weiss

7. All Roads Lead to…
…the Telephone.
© 2014, Wendy Weiss

8. Challenge #1:
Finding the Right People
© 2014, Wendy Weiss

9. Solution #1:
Target
© 2014, Wendy Weiss
Who is most likely to buy?

10. Target
What makes a Qualified Prospect for you?
Concrete Qualifying Parameters
If you are not speaking with a qualified prospect, they will not become a customer
© 2014, Wendy Weiss

11. Challenge #2:
What You Say Makes No Impact
© 2014, Wendy Weiss

12. Solution #2:
Communication Skills
© 2014, Wendy Weiss
What is the value you provide?

13. Radio Station WIIFM
© 2014, Wendy Weiss

14. © 2014, Wendy Weiss
Challenge #3:
Too Many Decisions

15. Decisions:
How many times to call?
How often to call?
Leave a voicemail message?
Send an email?
When to stop calling?
What to do with that contact?
© 2014, Wendy Weiss

16. © 2014, Wendy Weiss
Solution #3:
Process
“What’s measured, improves.”
--Peter Drucker

17. Process
Best Practices
Scripts
CRM/Automation
© 2014, Wendy Weiss

18. © 2014, Wendy Weiss
Challenge #4:
Hopium

19. © 2014, Wendy Weiss
Solution #4:
Take Action
Belief without Action is Daydreaming

20. Set up an appointment with yourself
Get a calling buddy
Reward yourself for taking action
© 2014, Wendy Weiss
Action

21. 1. Target
2. Communication Skills
3. Your Process
4. Take Action
© 2014, Wendy Weiss
4 Things You Must Know

22. © 2014, Wendy Weiss
Next 24 Hours…
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53 Word-for-Word Scripts to Get the Appointment, Sail Through Objections, and Get the Sale...
144 Questions to Qualify Prospects, Gather Critical Information, Gain Agreement, Justify Price and Close the Sale…
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