Lynne

More Stuff We Make Up About Our Prospects

Copyright (c) 2007 Weiss Communications * Go through the "no's" to get to "yes." * It takes X number of "no's" to get 1 "yes." * Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them... Read >

Perception is Reality

Copyright (c) 2007 Weiss Communications I was never supposed to be a speaker, author and sales trainer. I was supposed to be a ballerina. I grew up in Pittsburgh, PA. My mother has told me that when I was a small child I would constantly turn on the... Read >

Do Your Words Betray You?

Copyright (c) 2007 Weiss Communications What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business owner, entrepreneur or sales professional, part of your message must be of conf... Read >

Talking to a Prospect as if to a Friend

Copyright (c) 2007 Weiss Communications While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also called an "elevator speech," is a one sentence commercial on what your comp... Read >

Power Words

Copyright (c) 2007 Weiss Communications 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. One of ... Read >

I'm Not Interested

Copyright (c) 2007 Weiss Communications Whenever I conduct a workshop or teleclass, invariably someone asks the question: "What should I say when the prospect says, 'I'm not interested?'" My response invariably is: "It's probably too late." Certa... Read >

Doomed Before You Dial?

Copyright (c) 2007 Weiss Communications Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you... Read >

Appointment Setting: An Introduction, Not a Lifetime Commitment!

Copyright (c) 2007 Weiss Communications No matter how one initially finds a lead, whether from a referral, a networking event or simply a cold list, at some point you must pick up the telephone and speak with that prospect. If that initial telephone co... Read >