Dealing with Cold Calling Objections
Business Owners, Independent Sales Professionals, Sales Representatives
In Just 60 minutes YOU could shout...

"I LOVE Cold Calling"

Armed with the NEW RULES that make cold calling work like magic... 7 new customers in 2 weeks... $3 Million in new sales... even in todays tough selling environment.  Dialing prospects and customers alike could soon be your favorite thing to do.  BECAUSE when you do you get instant gratification.

It's YOUR turn to Banish Fear & Turn Cold Calls into Cash...



From the Desk of:  Wendy Weiss, The Queen of Cold Calling

Dear Cold Callers:
    Imagine getting up to give a speech in front of a group of your best prospects... wearing an outfit from 10 years ago... without preparing to give your speech ahead of time.  No matter how well cared for the outfit in all likelihood it would look dated... and make you feel less confident before you even opened your mouth.  

    No matter how many times you might have given that speech in the past... if you hadn't prepared for THIS speech your confidence would be shaken.  You could never expect to give your best presentation.  

    Yet, everyday sales professionals do just that when it comes to using the phone for business.  Most people who cold call use outdated ineffective communication skills combined with insufficient preparation.  

    I don't just teach others how to use the phone to get business and make money.  I'm on the phone every day myself.  Each day I have my finger on the pulse of what is going on in sales.  

    I notice early trends and develop approaches to most effectively work around potentially damaging trends BEFORE those trends impact my calling success.  

    Plus I have an entire team I personally trained to use the phone to develop business for clients.  SO... I not only have my own insights I have the insights from this group of  top notch cold callers... a highly skilled professional phone communication team calling decision makers every day securing appointments for our clients.  

    If I didn't change as needed... if my team didn't adapt to fit the external business environment... we would be out of business.  The fact we make professional phone communications and improving our skills job one means we stay ahead of the curve and on top of the issues before they become an issue.  

    Unemployment, home foreclosures, a stagnate economy and more have changed the sales environment... changed your prospects buying behaviors.  
    "Cold Calling Trends in 2010: The Good, The Bad, The Ugly"
"Since buying behavior has changed, cold calling techniques must be realigned."
Marci Reynolds, Sales Operations

    All methods for generating sales have gotten harder.  This increased level of difficulty has led some to falsely proclaim cold calling no longer works. Yet...  
"Cold Calling Proves Best of 30 Marketing Tactics"
"of 30 possible marketing tactics... one rose to the top as the most effective [cold calling]"
Expertise Marketing Research Report

"Cold Calling is Alive & Well"
"Despite frustrations, B2B cold calling is alive and well and continues to fill companies sales pipelines." Valerie Schlitt, B2B Marketing Trends Penton Custom Media

    Even though cold calling is still THE most effective way to fill your sales pipeline two things determine your personal level of success.

    First, only 5%-30% of your prospects are at their desk and answer their phones according to B2B Marketing Trends Valerie Schlitt.  Yet, there are simple things you can do to increase your ability to connect with decision makers.

    Second, "when making cold calls every word counts... every word is going to have an impact and has to be strategically chosen" Steven Schwartz, independent sales professional.  That's because cold calling... doing business by phone is a professional phone communication skill.  

    If you had never played basketball in your life you wouldn't expect someone to hand you a rule book, a playbook, and a ball... and expect that you could step out on the court and immediately play like a pro.  

    Professional phone communication skills come from a system, best practices, and practice.

Top Sales Professionals Endorse Cold Calling

"Cold calling can and should be a tool in every professional sales person's toolkit."
S. Anthony Iammarino

"In my experience, and that of business developers I've worked with, cold calling (when used correctly) is a key way to break into corporate accounts and begin a relationship."
Erica Stritch, General Manager

"If you are in sales, cold calling isn't optional.  It is a must." Doyle Slayton

    There are two things  that prevent you from enjoying the success you could have.  Both are the result of myths and misconceptions.  

    For example, you fear picking up the phone and calling a prospect because you think you are annoying your prospects.  Yet...

    A Marketing Sherpa survey found only 11 to 17 percent of business prospects were annoyed by getting an unsolicited phone call.  AND 45 to 53 percent of the executives interviewed stated a cold call helped vendors get on the shortlist for consideration for purchases.  

    Plus as veteran cold caller Ross says, "If you haven't seen success, you simply haven't seen it [cold calling] performed correctly."  

    Cold calling gets a bad rap because those myths you've been told lead you to do things that don't work now... many have never worked.  

    When you practice professional phone communication skills and follow the New Rules everything changes for the good.  Once you start thinking about cold calling as a professional phone communication skill the way you think about cold calls changes.  

"A Mind Shift"
"a mind shift that turns all the old-style ideas of manipulating, turning, guiding, playing, and closing into one simple human act: building a relationship - making friends and doing business with people you like and who like you." Bob Baran, Business Owner

"$3 Million in New Sales"
"my handful of hours on the phone each week has consistently given me seven to ten new accounts per month and at least $3 million in new sales assets to manage." Ric Lager

"$4.6 Billion Steel Mill Project"
"Cold call results in work involving $4.6 Billion Steel Mill Project"
Janet L. Conley, Fulton County Daily Report

"30 Accounts in 18 Months"
"I've opened about 30 accounts in the last 18 months directly as a result of cold calling."
Don Colgan, Samson Electrical Supply

"7 New Customers in 2 Weeks"
"I have activated 7 new customers in the past two weeks via cold calling during my free time." Brad, sales rep

"1 Hour 3 Appointments"
"I was able to get 3 appointments in just one hour." Ken Galanaugh, DSI Solutions Inc.

    So how do you banish your fears and turn cold calls into cash?  Well, you need the New Rules.  And you need professional phone communication skills.  

        That's exactly why Tuesday September 14 at 4:00 p.m. Eastern (3:00 Central, 2:00 Mountain, and 1:00 Pacific) I'm presenting the webinar "Cold Calling in the 21st Century: The New Rules" to help you crush all those myths and misconceptions once and for all... to get you on the path to turning cold calls into instant gratification and cash.  

"Cold Calling in the 21st Century: The New Rules"

  In just 60 minutes you could be ready to join me and shout "I LOVE cold calling" because when you pick up the phone and call your prospects and clients you get the instant gratification of getting what you want.  
  • GET RESULTS TODAY: Take what you see and hear from the webinar and put it to work for you on your very next dial.  It's like flipping the switch to "on"... suddenly you are a master at doing business by phone.
  • THE NEW REALITY: Myths and misconceptions are causing you to make mistakes that lead to failure.  Those things don't work now... in many cases they have never worked.  If you're doing any of the things you were told based on those myths you are shooting yourself in the foot.  Once I show you what works and why you'll immediately be able to put those things to work and get results over the phone.  Even if you aren't getting results now.    
  • BIG RESULTS: The old rules meant pounding the phones... playing the numbers game.  The new rules show you how to get big results from far fewer calls and prove the numbers game theory is dead wrong!
   
   
    There are two camps when it comes to cold calling.  One camp acts out all the bad behaviors created by the myths and misconceptions.  Those poor clueless souls pound the phones and give everyone doing business by phone a bad reputation.  When you follow those practices consider yourself a real cold calling cowboy if you can get a 1% conversion.  

    The second camp follows the new rules.  When you follow this approach you develop professional phone communication skills.  And if you're like Lynda Decker...

"100 Percent Success Rate!"
"I have totally overcome my fear of cold calling.  I now have a 100% cold calling success rate!"
Lynda Decker, Decker Design, Inc.

    This one hour could change everything for you when it comes to picking up the phone and calling both prospects and clients.  I'm going to tell you...

  • 6 New Rules that make your phone the most powerful, most productive, most profitable business tool in your arsenal.  
  • ONE rule alone results in less calls, higher conversion rates, and greater profits.
  • I'll show you what to do to set-up closing the deal like a greased slide.
  • Should you work from a script... the answer may surprise you.
  • A common misstep predicts failure every time you dial.  I'll tell you what it is and show you how to achieve positive outcomes each and every dial.  
   

    You already know what you need to know... I'll show you how to put your knowledge to work for you... getting prospects... setting appointments... closing deals.  Confidence - Competence - Financial Security could be yours after just one short hour...  

  • 3 Criteria for Phone Goals: When you set goals for your calls those goals must be focused on 3 criteria.  When they are you will NEVER miss another goal. 
  • THE FINAL RULE:  The rule that takes away all the stress... eliminates the frustration... and consistently produces appointments and sales day in and day out.  
  • THE FINAL RULE:  The final rule puts your on-going success on auto-pilot... it helps you uncover opportunities to make what works work even better... plus it completely removes the "what do I do now" frustration.  


    Make each dial count.  Reaching the decision maker is a lot harder today.  That's why I'm going to show you exactly what to say when you finally get through.  I'll show you how to open the conversation in a way that makes the decision maker eager to hear you out.  You'll feel like a professional and immediately earn your prospects respect.  

    I'm going to tell you the insider techniques I use so you can...

  • Start exclusively investing your time with the people who are most likely to buy.  Stop wasting time on the people who will never buy, the tire kickers, and the procrastinators.    Even if you did nothing else but this you could make money hand over fist from this one technique alone.  
  • Stand out from the crowd... make your call the call your prospect is glad to take, interested to hear more about, and ready to act on. 
  • The New Rules help you position yourself as a respected resource... someone your prospect can count on... a confident, trustworthy professional who understands what your prospect is looking for... a source for a viable solution they simply have to check out.  
  • Getting a prospect interested in speaking with you is easy.  It's merely a matter of clearly communicating what your prospect needs to hear.  I'll show you how to craft that communication.
  • How to make taking your call desirable.  If you've ever attended a networking event, gotten an email, or taken a call where you really wanted to like the other person... really wanted to hear what they had to say... only to quickly realize the other person was making it nearly impossible... you can appreciate how important it is to make hearing what you have to say easy.  When you do it right the other person likes you and wants to talk to you even when they have no pre-contact motivation to do so.  


    Most cold callers blow it.  Once you finally get the decision maker on the phone you make unintelligible statements that merit the hang-ups... the "I'm not interested"... the "no thank you's".  I'll tell you exactly how to change what you say so prospects immediately pay attention, ask questions, and agree to an appointment.  

    You simply must know how to...

  • Do this one thing.  When you do you only dial the prospects who are most likely to buy from you.
  • I'll tell you the most common conversation ending phrase... what it means and what you must do to NEVER hear that phrase again.
  • If you don't do this right out of the gate... don't even bother dialing.
  • The #1 question you must be able to answer.  I'll tell you what it is and show you how to answer it so your prospects want to hear more. 
  • When you make this common misstep prospects run and you fail.  I'll make sure you don't do this.  


    Cold calling is NOT about tricks, traps, or tacky tactics.  

    When done right cold calling is a high-level professional phone communication skill.  This professional communication skill demonstrates your integrity and credibility... it's a skill that opens the door and introduces you to a likely new customer... it's a skill that helps you graciously help your prospect get what they want... the big benefit your solution provides.  

    If you suffer from what Zig Ziglar refers to as "stinkin thinkin" when it comes to cold calling then you owe it to yourself to hear me explain why...

  • Business by phone is first and foremost a communication skill.  A communication skill that distinguishes you as a knowledgeable professional not just another sales person.  A communication skill that demonstrates you are nothing like the typical sales person practicing heavy-handed tactics that skirt the truth and ethical behavior.  
  • When you understand how to communicate by phone closing the deal over the phone is easier than getting the appointment and often far easier than getting to the decision maker.  Both you and your new customer enjoy instant gratification.  
  • Follow this simple communication formula and I can guarantee your prospect will want to talk to you and listen closely to what you have to say.  Your prospect will ask questions that show their interest and answer YOUR questions without resistance.  
  • Out of fear and desperation some people try to replace cold calling with marketing alone.  There are two problems with that.  First, there's a steep learning curve involved plus missteps and mistakes are costly.  Second, at some point you still need to get on the phone and talk to people.  If you lack the communication skills to do it well you throw away your marketing dollars.  
  • Networking... Social Media... Web 2.0 - If you lack the communication skills of an ace cold caller none of those activities are anything more than a time sink.  Following the New Rules even a beginner can score three appointments an hour.  How does that compare to your results chasing prospects via social channels... how about on an hour-by-hour or day-by-day basis?  

    Proactive - Productive - Profitable

    Cold calling is... Proactive - Productive - Profitable.  Cold calling depends on you and your actions.  It's fast.  It's low cost.  It's the most effective way to get appointments and fill your sale pipeline.    

    Cold calling gives you INSTANT GRATIFICATION.  Business by phone communication skills empower you to:
  1. Quickly identify real prospects
  2. Connect with ready buyers
  3. Open a respectful trusting relationship
  4. Move prospects to next steps and continuously move the sales process forward
  5. Easily secure appointments and close sales without ever leaving the comfort of your home or office

    As they say... "When you find yourself in a hole STOP DIGGING".  Doing more of the things that don't work won't make them work.  It's amazing how seemingly simple improvements have a big impact.  String together a series of simple improvements in your phone communication skills and the outcome is life changing.  

    The communication skills I show you don't just work on the phone...

  • Phone, voice mail, email all require good communication skills... skills and exact language... I'll show you how to get a positive response from all three.
  • Erase skepticism and doubt within the first few seconds of opening your introductory call.  I'll show you how to adapt your phone communication skills to do just that. 
  • The purpose of communication is to produce a result.  If your calls aren't producing the results you want that means you have a communication challenge.  I'll show you how to use simple language to create crystal clear communications that lead to more appointments... more sales.
 

    Is the way you say things really that important?  Robert Cialdini (PH.D., author and distinguished professor), conducted a study that found simply inserting the word "because" in a simple request increased compliance with that request from 60% to 93%.  I give you the exact language to use on your calls.  

    One phone call can replace hours of online efforts.

    One phone call can get you the names of the decision makers who will buy your stuff.  

    One phone call can help you figure out what you need to say to get an appointment and make a sale.  

    In the short time we've spent together here I've told you about the changes in todays buyer's behaviors, I've shown you that marketing experts agree cold calling is still the number one way to fill your sales funnel, and I've shared the great things real people just like you are making happen by picking up the phone and making calls.  

    When you join the "Cold Calling in the 21st Century: The New Rules" webinar I'm going to show you what's working now based on real world in the field first-hand experience.  Not some theory you might read in a book somewhere.  Not the old myths you've heard for years that don't work.  

    This is the stuff that takes away your fears and empowers you to turn your phone into a cash machine.    

        Given that people who know how to make cold calls can secure appointments, open accounts, and make sales at will... given the value of starting off on the right foot and making a professional impression on your prospects... you might think it would set you back $2,000 to get in on this webinar.  Depending on what you sell trading $2,000 to make millions would be a fair deal by anybody's standards.    

    But it won't cost you $2,000 or even $200.  Even though you can't get these insider secrets anywhere else... right now you can join me in this webinar and if you act fast...  

Grab a Spot Now and SAVE $10!

    When you click on the link below and complete the payment process before September 9 and reserve your spot for $89 saving ten dollars off the regular reservation ($99).  When you do you not only save money you also guarantee your seat is saved.  

    Space is limited to 200 people.  So once the webinar is full you will no longer be able to attend this live event at any price.  You are competing with nearly 15,000 Opening Doors and Closing Sales Newsletter readers for a spot.  Please understand if you delay your decision it could mean you get left out.  

    After September 9 (if there are spots left) you may reserve your seat $99 until they're gone.  

   This is a live event.  The fact the webinar is a live event is important because you get your specific questions personally answered by me during the live webinar. Even if you can't attend the webinar live you can still submit your question and I'll answer it during the live event.  

    If something happens and you miss the live event... no problem, I'll send you a link to download the webinar recording soon after the event.  

    By the time we finish the webinar you'll be armed with the New Rules for turning cold calls into cash in the 21st century.  You'll be ready to pick up the phone armed with the tips and tools to make cold calling work like magic... getting instant gratification from your calls because you get what you want nearly every time you talk to a decision maker.  

    You risk nothing when you decide to join me in the webinar...


Webinar guarantee
The Queen of Cold Calling's 100 % Satisfaction Guarantee

If by the end of the webinar I haven't given you...
  • 6 New Rules for cold calling magic in the 21st century
  • Told you exactly what to say when you get the decision maker on the phone
  • Given you the simple communication formula that will get your prospect ready to talk to you and listen to what you say...
    If I fail... I couldn't possibly accept your money.  Just let me know and I'll give you all your money back.
  
    But that's not enough.  I want to make it even easier for you to say "yes" and give yourself this opportunity so...  When you join me for this webinar you'll also get this special bonus...

Exclusive Bonus

Sales Intelligence Secrets: Know More than You Ever Thought You Could (or Should) About Your Prospects, Customers, and Competition!

You get the recorded webinar I did with Sam Richter ($99 value) a perfect compliment to the New Rules for cold calling in the 21st century...
  • stealth straight from your desktop ways to make your computer reveal information about your prospects and clients only an employee would ever know
  • how to tap into the invisible web... information the search engines don't show you
  • how to legally and ethically stack the deck in your favor making your competition look like a clueless loser
  • the insider search secrets only the top 1% even know exists
  • and much more...

    It's like getting two full webinars chock full of information that will start making you money TODAY for the price of one.  Currently this webinar is only available as a bonus with your "Cold Calling in the 21st Century: The New Rules" reservation.    


    Guaranteeing your spot is easy.  All you need to do is register... when you do I'll save your seat for you guaranteed.  

    Yes, Wendy save a spot for me in your upcoming webinar...

"Cold Calling in the 21st Century: The New Rules"

Date: September 14, 2010
Time: 4:00 p.m. Eastern (3:00 CST, 2:00 MST, 1:00 PST)

    I understand reserving my seat is only $99.... I understand once the webinar is full I won't be able to get in and I'll miss out.  


Fast Action Reward:  I love to reward people for investing in themselves and taking action to better themselves so when you register by September 9 and you save $10 and secure your spot $89    


    We will get together through GoToWebinar.  Once you've completed the payment process you will be directed to GoToWebinar where you will be given the opportunity to register for the live event.  Once you've done that you will get an email from me with the webinar access information.  

    If you have any questions or problems registering please email marlene@wendyweiss.com and she'll get back to you right away.  

To Your Cold Calling Success,
Wendy
The Queen of Cold Calling

P.S. Register for the webinar today and by the time we finish you'll be armed with the tips and tools that make cold calling work like magic even in todays tough selling environment... picking up the phone dialing prospects and clients alike could become your favorite thing to do BECAUSE when you do you get instant gratification.  $99


P.P.S. When you reserve your spot you also get the recording from a webinar I did with Sam Richter ($99 value) Sales Intelligence Secrets: Know More than You Ever Thought You Could (or Should) About Your Prospects, Customers, and Competition! as a gift from me.  


P.P.P.S.  Act fast and register before September 9 $89... you save $10 and guarantee your spot