get more qualified sales appointments in the next 24 hours · • the most common mistakes and how...
TRANSCRIPT
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Get More Qualified Sales Appointments
In The Next 24 Hours
© 2020, Wendy Weiss
Wendy Weiss
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My Goal For Today Is To Teach You A
System That Gets You More Qualified
Sales Appointments, More New Clients
& Increases Your Income.
© 2020, Wendy Weiss
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The Elephant In The Room
• How To Sell In A Crisis
• How To Sell In A Pandemic
• How To Sell Maintaining Social
Distance
© 2020, Wendy Weiss
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The Answer
Your Phone
© 2020, Wendy Weiss
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What’s In It For You Today:
© 2020, Wendy Weiss
• The Most Common Mistakes And How You Can Avoid Them
• How To Ensure That An Opportunity Is A Qualified Opportunity
• The 4-Step Process For Setting More Qualified Appointments
• The #1 Secret To Getting Your Prospect’s Attention And Engagement
• Why Prospects Say, “I’m Not Interested” And How To Get Them To Stop
• How To Go Further…
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Why Telephone Prospecting Works &
Why It Is Important
• Direct Introduction To The People You Want to Meet
• Powerful & Under Your Control
• Reach Your Audience At Low Cost
• Build Rapport And Create A Personal Connection
• Fastest Path To Cash
• Replicable System That You Can Plug Someone Into
© 2020, Wendy Weiss
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How It All Started
And Why This Works For Anyone
© 2020, Wendy Weiss
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© 2020, Wendy Weiss
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© 2020, Wendy Weiss
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4 Steps to Getting More Qualified Sales Appointments
© 2020, Wendy Weiss
PASSING
GATEKEEPERS
POWERFUL
OPENINGS
PR
OS
PEC
T
QU
ALIIF
ICA
TIO
NPO
WER
FU
L
RES
PO
NS
ES
4P
4P PROSPECTING PROCESS
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It’s A Skill
© 2020, Wendy Weiss
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4 Steps to Getting More Qualified Sales Appointments
© 2020, Wendy Weiss
PASSING
GATEKEEPERS
POWERFUL
OPENINGS
PR
OS
PEC
T
QU
ALIIF
ICA
TIO
NPO
WER
FU
L
RES
PO
NS
ES
4P
4P PROSPECTING PROCESS
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Passing Gatekeepers
© 2020, Wendy Weiss
PASSING
GATEKEEPERS
4P PROSPECTING PROCESS
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• Human Beings
• Voice Mail
2 Types Of Gatekeepers
© 2020, Wendy Weiss
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Gatekeepers
The Myth Of The Dragon Lady…
© 2020, Wendy Weiss
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RAIN Group Top Performance In Sales
Prospecting Research
“…it takes an average of 8 touches to get an initial
meeting (or other conversion) with a new prospect.”
© 2020, Wendy Weiss
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Voice Mail
• The Voice Mail Campaign…
• A Drip Campaign For Voice Mail And Email
© 2020, Wendy Weiss
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The Voice Mail Campaign
• Week 1: Voice Mail #1 & Email #1
• Week 2: Voice Mail #2 & Email #2
• Week 3: Voice Mail #3 & Email #3
• Week 4: Voice Mail #4 & Email #4
• If You Do Not Hear Back: Recycle
© 2020, Wendy Weiss
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Getting Prospects To Return Your Calls
• 5 Dials/Day = 25 Dials/Week
• 50 Weeks X 25 Dials = 1,250 Dials/Year
• Returned Calls At 1% = 13 Additional Conversations
• Returned Calls At 10% = 125 Additional Conversations
© 2020, Wendy Weiss
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Getting Prospects To Return Your Calls
• 20 Dials/Day = 100 Dials/Week
• 50 Weeks X 100 Dials = 5,000 Dials/Year
• Returned Calls At 1% = 50 Additional Conversations
• Returned Calls At 10% = 500 Additional Conversations
© 2020, Wendy Weiss
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4P PROSPECTING PROCESS
PASSING
GATEKEEPERS
POWERFUL
OPENINGS
PR
OS
PEC
T
QU
ALIIF
ICA
TIO
NPO
WER
FU
L
RES
PO
NS
ES
4P
© 2020, Wendy Weiss
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Prospect Qualification
© 2020, Wendy Weiss
PR
OS
PEC
T
QU
ALIF
ICA
TIO
N
4P PROSPECTING PROCESS
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Prospect Qualification
Selling Is A Process Of Disqualification
© 2020, Wendy Weiss
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Your Ideal Prospect Profile
What Makes A Qualified
Prospect For You?
© 2020, Wendy Weiss
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Your Ideal Prospect Profile
You Get To Choose
© 2020, Wendy Weiss
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Your Ideal Prospect Profile
Objective Criteria
© 2020, Wendy Weiss
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Your Ideal Prospect Profile
• Go For The Best Fit
• Disqualify The Rest
© 2020, Wendy Weiss
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4P PROSPECTING PROCESS
PASSING
GATEKEEPERS
POWERFUL
OPENINGS
PR
OS
PEC
T
QU
ALIIF
ICA
TIO
NPO
WER
FU
L
RES
PO
NS
ES
4P
© 2020, Wendy Weiss
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Powerful Openings
© 2020, Wendy Weiss
POWERFUL
OPENINGS
4P PROSPECTING PROCESS
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Your Powerful Opening
• Conversations With Prospects
• Voicemails
• Emails
© 2020, Wendy Weiss
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Your Powerful Opening
Nobody Cares What You Do…
…They Care How They’ll Be Better Off After You Finish
© 2020, Wendy Weiss
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Our Ideal Prospects Worry About
Describe The Problem Using Your Prospect’s Language
© 2020, Wendy Weiss
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Your Unique Story
You Have A Unique Story To Tell
© 2020, Wendy Weiss
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Coming Up Next
• Powerful Responses To Objections
• Your Questions Answered
© 2020, Wendy Weiss
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If You’re the Kind of Person Who…
• Knows prospecting is of critical importance
• Need to master this skill set
• Can’t wait to have results
• Ready willing and able to invest in your
business
© 2020, Wendy Weiss
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“I am now supremely confident and have removed the fear
and emotion from prospecting. I’m now writing a lot of big
accounts. After working with Wendy I was able to pay off
my entire college debt, $60,000, in just 6 months.”
© 2020, Wendy Weiss
Aaron Lavespere
Commercial Insurance Consultant
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“…the program has been life changing. Getting
appointments has gotten easier and easier and the
number of appointments I’m able to schedule has
tripled.”
Eric Gabrielsen
CCIG
Cherry Creek Insurance Group
CCIG Insurance Benefits
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“Working with Wendy has enabled me to double my
revenue in half the time without doubling my effort.
…It’s only July and my production is already twice
that of the entire last year. The best part is I’ve also
doubled my time off.”
© 2020, Wendy Weiss
Jerry Iacangelo
Iacangelo Financial
Group LLC
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Let’s Talk
http://bit.ly/WENDYWEISS
© 2020, Wendy Weiss
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4P PROSPECTING PROCESS
PASSING
GATEKEEPERS
POWERFUL
OPENINGS
PR
OS
PEC
T
QU
ALIIF
ICA
TIO
NPO
WER
FU
L
RES
PO
NS
ES
4P
© 2020, Wendy Weiss
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PO
WER
FU
L
RES
PO
NS
ES
Powerful Responses To Objections
© 2020, Wendy Weiss
4P PROSPECTING PROCESS
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The Best Way To Overcome Objections
Not To Hear Them In The 1st Place
© 2020, Wendy Weiss
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The Best Way To Overcome Objections
Your Powerful Opening
© 2020, Wendy Weiss
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Most People Create The Objections
They Hear By What They Say
© 2020, Wendy Weiss
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Powerful Responses
Prospecting Is Predictable
© 2020, Wendy Weiss
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Prospecting Is Predictable
• “I’m Working With Someone…”
• “I’m Too Busy…”
• “We’re Not Doing Anything
Right Now…”
• “Send Me Information…”
• “I’m Not Interested…”
© 2020, Wendy Weiss
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What Is Your Goal?
Your Goal Is An Appointment
© 2020, Wendy Weiss
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Prospecting Is Predictable
“I’m Working With Someone…”
© 2020, Wendy Weiss
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Prospecting Is Predictable
“I’m Too Busy…”
© 2020, Wendy Weiss
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Prospecting Is Predictable
“We’re Not Doing Anything Right Now…”
© 2020, Wendy Weiss
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Prospecting Is Predictable
“Send Me Information…”
© 2020, Wendy Weiss
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Prospecting Is Predictable
“I’m Not Interested…”
© 2020, Wendy Weiss
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4P PROSPECTING PROCESS
PASSING
GATEKEEPERS
POWERFUL
OPENINGS
PR
OS
PEC
T
QU
ALIIF
ICA
TIO
NPO
WER
FU
L
RES
PO
NS
ES
4P
© 2020, Wendy Weiss
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What Questions Do You Have?
© 2020, Wendy Weiss
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Let’s Talk
http://bit.ly/WENDYWEISS
© 2020, Wendy Weiss