The #1 Secret to
Setting the Appointment
Presented by:
Wendy Weiss
The Queen of Cold Calling™
www.queenofcoldcalling.com
© 2013 Wendy Weiss
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© 2013 Wendy Weiss
The #1 Secret to
Setting the Appointment
Presented by:
Wendy Weiss
The Queen of Cold Calling™
www.queenofcoldcalling.com
© 2013 Wendy Weiss
©2013, Wendy Weiss
We will Talk About:
Are you killing the plants?
The #1 Secret…
What Top Producers know…
What are prospects really thinking?
Qualifying prospects
Eliminating the stress and frustration
© 2013 Wendy Weiss
The Queen of Cold Calling
© 2013 Wendy Weiss
Appointment =
Your Prospect’s Agreement to Have an In-
Depth Conversation with You
©2013, Wendy Weiss
The Missing Link
It’s harder than ever to
get your prospect’s
attention.
©2013, Wendy Weiss
We Can All Agree…
How to:
Build rapport
Ask probing questions
Gather relevant information
Build relationships
…when the prospect won’t engage?
©2013, Wendy Weiss
The Sales Professionals’
Frustration
…really, really hard…
…at the wrong activities?
©2013, Wendy Weiss
Are You Working…
© 2013 Wendy Weiss
Interruption The
Beginning Expected
Setting the Appointment The Appointment
Suspect
Rapid
Hidden
Repetitive
Beginning
Repartee
Pace of
Exchange
Prospect
Response
Preparation
Collegial
Measured
More Open
Unique
The 2 Parts of the Sales
Process
©2013, Wendy Weiss
Are You Killing the Plants?
Have conversations in order to set
appointments
Set appointments in order to have
conversations.
©2013, Wendy Weiss
More Appointments?
Pre-Qualify the List
Need to Know vs. Nice to Know
Allow Prospects to Self-Qualify
Set the Appointment, Then Qualify
Get Permission to Qualify
©2013, Wendy Weiss
What About
Qualifying Prospects?
Who are you?
What do you want?
©2013, Wendy Weiss
What Are Your Prospects
Really Thinking?
Compelling Introduction
• Value Proposition
• Credentials
• Example
Ask for What You Want
©2013, Wendy Weiss
Setting the Appointment
Appointment = Prospect agreement
Unique skill set
Set appointments in order to have
conversations
Move the Sales Process forward
©2013, Wendy Weiss
The #1 Secret
http://bit.ly/swh-data
The Sales Winner’s Handbook
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…
Claim $227 Worth of Additional Business-Building
Audios & Guides - FREE...
Next 24 Hours… FREE Priority Shipping in the US.
©2013 Wendy Weiss
Next 24 Hours…
Find us anytime:
@datadotcom
/datadotcom
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Find more Thought Leadership content
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The Corner!
bit.ly/CornerEvents
© 2013 Wendy Weiss
http://bit.ly/swh-data
The Sales Winner’s Handbook
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…
Claim $227 Worth of Additional Business-Building
Audios & Guides - FREE...
Next 24 Hours… FREE Priority Shipping in the US.
©2013 Wendy Weiss
Next 24 Hours…
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