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Wendy Weiss's Articles in Business

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  • More Stuff We Make Up About Our Prospects
    Go through the "no's" to get to "yes."
  • Perception is Reality
    The thoughts and beliefs that you have about yourself directly impact your ability to perform and be successful. While it is not necessary to believe yourself to be superior, as once upon a time I did, it is imperative that you see yourself and your prospects as peers and equals. If you do not, it is time to change your thought patterns.
  • Do Your Words Betray You?
    Even if you do feel nervous, using these particular word and vocal tips will make you sound confident and self-assured.
  • Talking to a Prospect as if to a Friend
    I have seen perfectly reasonable, articulate human beings become stiff, formal and uncomfortable while trying to speak in a manner they believe to be "businesslike." If no one understands what you are talking about, no one will buy your product or service.
  • Power Words
    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.
  • Doomed Before You Dial?
    How often do you project your fears and insecurities onto the prospect you are calling and decide that you are doomed before you dial? It is time to change.
  • Appointment Setting: An Introduction, Not a Lifetime Commitment!
    Every sale has a cycle. Step one is always the introduction. Step two is "getting in the door." The lessons here are basic. Know your goal. The appointment. Focus on your goal. The appointment. Ask for what you want. The appointment.
  • Eighty percent of success is showing up.
    It doesn't matter how smart you are. It doesn't matter how talented you are. It doesn't matter how great your product is. If you don't show up, nothing else counts.
  • A "Warm Calling" vs. "Cold Calling" Rant
    When you have skills, you know how to catch a prospect's attention, you know how to keep their attention, you know how to respond to questions and objections and you know how to ask for what you want. When you have those skills it's no longer about a "warm" call or a "cold" call, it's about communication, conversation and results.

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