© 2007 Wendy Weiss

Wendy Weiss • The Queen of Cold Calling

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© 2007 Wendy Weiss

How to UseThe Queen’s Instant Answer Flash Cards

At a loss for words? Nervous that you’ll forget? Never again with these easy-to-

use Instant Answer Flash Cards.

• SpreadtheInstantAnswerFlashCardsoutonyourdesk,nearyourtelephone,sothatyoucanrefertothemduringyourcalls.

• PuttheInstantAnswerFlashCardsuponthewall,nearyourtelephone,sothatyoucanrefertothemduringyourcalls.

• UsetheInstantAnswerFlashCardstomemorizetheresponsestoobjectionsyouareboundtohear.

• Managers:UsetheInstantAnswer

FlashCardsfortrainingyourteam.

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© 2007 Wendy Weiss

We have a vendor/We’re already working with someone

You:“Iunderstandthatyou’realready

workingwithsomeone…youneverknow

whatmayhappeninthefuture,and

rightnowI’dliketointroducemyself

and(yourcompany)...thatway,ifyour

situationchangesyou’llknowme,you’ll

know(yourcompany)…”

Ask for the meeting.

�

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© 2007 Wendy Weiss

Send information

You:“IhavesomeinformationthatI

couldputinthemailtoyou.It’sgoing

totakeyou10minutestoreaditandI

reallyonlyneed10minutesofyourtime.

I’mawalking,talkingbrochure.”

Ask for the meeting.

�

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© 2007 Wendy Weiss

I’m too busy

You:“Iappreciatethatyou’reverybusy.

Ionlyneed10minutesofyourtime,

wheneverisgoodforyou.”

Ask for the meeting.

�

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© 2007 Wendy Weiss

I’m too busy this week(or the next several weeks)

You:“Iappreciatethatyou’reverybusy.

Let’spencilsomethinginfor…(thetime

framementionedbyyourprospect).It’s

notchiseledinstone,andifitdoesn’t

workout,wecanalwaysreschedule.”

Ask for the meeting.

�

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© 2007 Wendy Weiss

Call me back in two weeks (three weeks, four weeks, etc.)

You:“I’dbehappyto,orlet’spencil

somethinginfortwoweeks(threeweeks,

fourweeks,etc.)fromnow.It’snot

chiseledinstone.I’llbehappytogive

youacalltoconfirm,andifitdoesn’t

workout,wecanalwaysreschedule.”

Ask for the meeting.

�

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© 2007 Wendy Weiss

The Guilt Technique: Use this on your second call when your

prospect has insisted that you call back

at a later date.

You:“Hi,Ms.Prospect!Wespokeon(give

date)andyouwere(fillintheblank…

verybusy,inameeting,etc.)Butyousaid

Ishouldcallbackandthatyouwouldbe

abletocarveoutafewminutesformeto

introducemyselfand(yourcompany).”

Ask for the meeting.

�

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© 2007 Wendy Weiss

I’m not interested

Ifyouarehearingthis,theproblemis

eitherinyourscriptorinyourdelivery.

Ifprospectsarecontinuallytellingyou

theyarenotinterested—thenyouarenot

sayinganythingthatisinteresting.Go

backtothebeginningandworkonyour

scriptsomemore.

�

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© 2007 Wendy Weiss

The Formula forAnswering Objections

1.

Agreewiththeprospect

2.

Reframetheobjection

3.

Askforwhatyouwantagain

�

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© 2007 Wendy Weiss

TheAppointment-Setting

Mantra

“I’dliketheopportunitytointroduce

myselfand(companynamegoeshere.)

Ineed10-15minutes,wheneverisgood

foryou.Canwecarveoutafewminutes

nextweekoristheweekafterbetter?”

�

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© 2007 Wendy Weiss

The Script Formula

Askforyourprospectbyname

Greetyourprospect

Introduceyourself

Giveaonesentencesoundbitethatdescribesyourcompanyandthe

product/servicesyouoffer

Positionyourselfastheexpert

Articulatebenefits/Tellasuccessstory

Askforwhatyouwant!

�0

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