Wendy Weiss Articles

8 Strategies for Bypassing Voice Mail - Click To Read Article
Tired of getting voicemail all the time. Here are some tips for bypassing voicemail.

What to Say to a Bad Telemarketer - Click To Read Article
Before you pick up the telephone to call your prospect, make sure that you understand the value of your offering to your prospect.

What is Selling? - Click To Read Article
Whenever I do a workshop or teleconference, I frequently ask participants, 'What are the words that come to mind when you hear the word, 'salesperson'?' Invariably, I hear back words like, 'manipulative,' 'dishonest,' 'unethical,' and 'sleazy.'

What Not to Do on a Cold Call Email - Click To Read Article
Sometimes it is truly impossible to reach a prospect by telephone - and for some prospects email is their preferred form of communication. While nothing beats the direct interaction of a live phone call, sometimes instead of a cold call you simply have to send a cold prospecting email. If you do so, however, be careful. Don’t let this happen to you…

What Can a Drag Queen Teach Sales Professionals? - Click To Read Article
So what can a sales professional learn from RuPaul? No one—not even prospects, customers or managers--no one can make you not fabulous.

Use Testimonials to Market Yourself - Click To Read Article
Testimonials are a wonderful way to market yourself. They give you credibility—a third-party endorsement.

Twisted Thinking - Click To Read Article
In \"The Feeling Good Handbook\" Dr. Burns lists \"The Ten Forms of Twisted Thinking\" that occur when people are depressed. These ten forms also exist when people are not depressed and they exist within many, many sales professionals, entrepreneurs and business owners. If you use any of these twisted forms (and most of us do in one way or another) it will negatively impact your sales. I am listing all 10 so that you can judge for yourself.

‘Tis the Season... - Click To Read Article
The holidays can be a frustrating time for sales professionals. Telephone prospecting calls end with no appointment the prospect instead saying, “call me in the New Year.” Proposals languish. Decisions are on hold.

Tips for Closing Business (Part II) - Click To Read Article
Nine tips for closing business.

The Wasted, Unproductive Follow Up Call - Click To Read Article
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.

The Top 10 Cold Calling Mistakes - Click To Read Article
1. Not understanding the goal of the call When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make?

'The Queen of Cold Calling' and Call Reluctance - Click To Read Article
I always tell my clients to prospect every day, no matter what. I tell them that no matter what is going on with their business (or their life), they should find the time, even if it's only 15 minutes or half an hour, every single day to make prospecting phone calls.

The Four Biggest Blocks I’ve Seen Clients Encounter - Click To Read Article
Selling is a communication skill. And like any communication skill, it can be learned and improved upon. If there are people having success in your chosen field, there is no reason that you cannot have the same success. Educate yourself. Read books, attend teleseminars or live seminars, talk to colleagues, hire a coach do whatever it takes to gain the skills that you need to be successful.

Summertime Blues - Click To Read Article
Life and work continue, even in the summer! If it’s too hot, then your prospects will be in their nice, air-conditioned offices—where you should be, too, making calls. If it is a beautiful day, some people may be out. The rest will not.

Sales Tips I Learned from My Cat - Click To Read Article
I love my cat. Her name is Ms. Kitty. She was named after Mr. Cat, who died 11 years ago, and after Amanda Blake of “Gunsmoke” fame.

Prospecting Success - Click To Read Article
I used that same “no matter what” approach to prospecting. I prospected every day. I started out with absolutely no corporate connections.

Purple Envelopes - Click To Read Article
In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect.

Prospecting Tips - Click To Read Article
Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.

Power Words - Click To Read Article
Some words are better than others. Some words are stronger and more evocative than others. When you are on the phone with a prospect, you have about 10 seconds to grab and hold your prospect’s attention. If you do not do that within that first 10 seconds, your call is more than likely over.

Powerful, Persuasive and Motivating Language - Click To Read Article
I did a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process.

Power Language for Appointment-Setting - Click To Read Article
Use power language: “The solution is…” rather than, “I believe the solution is…”

Perception is Reality - Click To Read Article
I was never supposed to be a speaker, author and sales trainer. I was supposed to be a ballerina.

Matching, Pacing and Rhythm - Click To Read Article
If you want people to respond well to you, you must meet them where they are.

Marketing Insensitive 2008 - Click To Read Article
I first wrote about “Marketing Insensitives” a few years ago. At the time, I had received a call from a telemarketer offering me some “marketing insensitives” to purchase a product. Yes, she really said this. She was not being clever; she just couldn’t pronounce “incentive.” But, Marketing Insensitives do exist. They are the unfortunate, not-thought-through, ridiculous, dumb things that businesses do that drive customers away.

Marketing Insensitives for 2009 - Click To Read Article
Approximately two years ago I first wrote about “Marketing Insensitives.” At the time, I had received a call from a telemarketer offering me some “marketing insensitives” to purchase a product. Yes, she really said this! She was not being clever; she just couldn’t pronounce “incentive.” But, Marketing Insensitives do exist! They are the unfortunate, not-thought-through, ridiculous, dumb things that businesses do that drive customers away. Here is another:

Listen to What Your Prospect is Saying to You - Click To Read Article
Occasionally, you will come across a prospect who asks questions or offers objections that you have never before encountered, so you don’t have an ideal way to deal with them. Even so, you need to respond to your prospect appropriately. If you ignore their questions or statements, you will end up with a prospect who is seriously annoyed.

Leaving Messages - Click To Read Article
Let me state up front that I'm still not a big fan of leaving messages. Having a conversation with your prospect is always so much better, and with some skill and patience it is possible to eventually get most prospects on the telephone.

It’s the Holidays! - Click To Read Article
Prospects make appointments and conduct business before, during and after the holidays, just as they do at other times throughout the year.

I'm Not Interested - Click To Read Article
Whenever I conduct a workshop or teleclass, invariably someone asks the question: 'What should I say when the prospect says, ‘I’m not interested?'

If It Doesn’t Hurt, I Must Be Doing It Wrong - Click To Read Article
Are 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?

I Just Called to See How Things are Going - Click To Read Article
This 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:

Honesty is Always the Best Policy - Click To Read Article
Your mom said it. You heard it in school. You’ve probably heard it all your life. You may think it has nothing to do with sales, but it does because in sales: Honesty is Always the Best Policy

Finding Leads (for Free) for Your Cold Calling Campaign - Click To Read Article
Leads are everywhere. No one should ever put off a cold calling campaign with the excuse of having no one to call. There are many excellent sources to find lists of potential prospects for your market. Many of them are online. However these databases, while excellent, require a fee. The following are some free resources to explore before you spend your hard-earned money

Filling the Sales Pipeline? - Click To Read Article
The bottom line is that if you want to be able to sell consistently, if you want to have those million dollar and beyond sales careers, if you want to avoid major frustration and wheel spinning, blanketing the earth with emails, voice mails or even phone calls is not the answer.

Do Not Call! - Click To Read Article
Since the federal 'Do Not Call' law came into effect, many of you have written, called or e-mailed asking what effect this new law will have on prospecting by telephone.

Cold Calling: A Prep Pep Talk - Click To Read Article
A prep pep talk: Eight things to keep in mind before begining to call your prospects.

Cold Calling in the 21st Century: The New Rules, Part I - Click To Read Article
In terms of direct marketing, cold calling is actually one of the most targeted, efficient and effective ways to reach potential customers. Nothing beats having a real conversation with a prospect.

Cold Calling in the 21st Century: The New Rules, Part II - Click To Read Article
Is cold calling dead? Hardly. Cold calling is actually one of the most targeted, efficient and effective ways to reach potential customers. Nothing beats having a real conversation with a prospect. The problem is that so many people do it poorly—that’s why it doesn’t work for them.

Call-Killing Phrases - Click To Read Article
How often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot.

Boss Mode or Getting Past the Palace Guard - Click To Read Article
There have been many, many books and articles written about the art of creating rapport with prospects. Usually what it boils down to is being like the prospect as you can be without mimicking or imitating them. When you are able to do this well, your prospect will see you as being like them. That prospect is then more likely to feel comfortable with you and want to spend time with you and do business with you.

Beliefs Actions Results - Click To Read Article
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?

Amateurs - Click To Read Article
The criticism is to help you improve, but some times it just feels like criticism. You dance in front of a big mirror. This is so that you can criticize yourself.

Back to Basics - Click To Read Article
Wouldn’t it be great if you could simply take a test proving what you know and that customers would then flock to you based on your test results?

A "Warm Calling" vs. "Cold Calling" Rant - Click To Read Article
Prospecting by phone, introductory calling as I prefer, is a communication skill. Like any communication skill it can be learned and it can be improved upon.

8 Strategies to Guarantee Success in Cold Calling - Click To Read Article
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.

A Confused Prospect Does Not Buy - Click To Read Article
While I have a sense of what 'an internet broadcasting technology' might be, I don't know or understand its value to me. And that is the heart of the matter: What is the value? There was nothing in his message that enabled me to understand the value he had to offer. There was, therefore, no reason for me to call him back.

Abducted by Aliens? - Click To Read Article
There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services.

7 Tips for Building Relationships & Guaranteeing Repeat Business - Click To Read Article
Would you like to have customers return again and again to buy? Would you like to be first in line for additional orders and repeat business? Would you like to keep your customers for a very long time?

8 Questions to Ask Yourself in a Recession - Click To Read Article
Questions to ask yourself in a recession.

2009 Cold Calling Checklist - Click To Read Article
If we listen to the media, 2009 is shaping up to be a tough year. People are losing jobs and homes and businesses are struggling. A tough economy, however, does not mean that no one will ever buy anything or that no business at all will be done in 2009. What it does mean is that business owners and sales professionals will need to adjust tactics to survive: They will need to become more proactive and more efficient at finding new opportunities.


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