Sales Plan? What's a Sales Plan? by Wendy Weiss

In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance needed to be complete, I could go with the moment, go with the impulse and see where the dance led.

A hearty dose of reality hit when I began to run a dance company. All of a sudden, I had people-employees, volunteers and dancers-waiting. I had to know where we were going and how we were going to get there. It was a different world. Every decision had impact  down the line. If we were going to have a spring season, I needed to know what we would be performing and where we'd be performing it. How many dancers would I need? What about costumes? Were we going to commission music? What would it cost? How would we pay for it all?

It took a long time for me to grasp the impact of having a plan. Because I was running a small, grass roots organization, there never seemed to be enough time, people, money or resources. I was always putting out fires. Every plan I developed changed the moment I keyed in the last sentence and printed it out. Plan-who has time to plan? Especially when the plan keeps changing!

Over time, I began to see the planning process as a road map. You know your ultimate goal. You figure out the best way to get there. Your plan needs to include contingencies and have enough space that you can deal with fires and still move forward. And sometimes, the plan changes; it might need some adjustment or "tweaking." As long as the goal remains the same and as long as you keep taking steps forward to achieve that goal, your plan will help you get there.

In sales, your goal is revenue-driven. How much money do you want to make? Or a better question: How much profit do you want to make? Then, how are you going to achieve that?

Your basic plan should start with a dollar amount and work backwards. If, for example, you want to gross $500,000 in sales this year, on average, how many sales would that be? What is your average sale? On average, how many prospects do you have to see or speak with to close one sale? So, how many prospects would you need to see or speak with to close the number of sales you would need to reach your goal of $500,000? What steps do you need to take to see or speak with that many prospects?

Wow! What a mouthful! Here is a mathematical formula:

First:
Value of average sale =______________
How many prospects to close one sales: _______________

Then:
Gross sales ? average sale = total number of sales needed

Number of prospects to close one sale x total number of sales needed = total number of prospects

(This formula is from a dancer who counts up to 8 and starts over again! If I can do it-you can do it!)

Then: How will you reach those prospects?

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Sales Letters - Yes? or No? by Wendy Weiss

The scene…
Date: Any day
Where: Anytown, USA
Time: All the time
Cast: 
The Sales Person (SP)
The Prospect (P)

A conversation ensues…

SP: I recently sent you a letter outlining all of the benefits of working with ABC Company. Did you receive it?
P: What did it look like?
SP: It was in a white envelope.
P: What was in it?
SP: A letter outlining all of the benefits of working with ABC Company.
P: It's probably here somewhere…
SP: Ah…
P: Could you send it again?

Do you find yourself having conversations much like the above? Do you find yourself hanging up the telephone uttering, "Why don't they just clean their desk! Why don't they just get organized!" Are you frustrated and angry when the above situation occurs?

There is a simple solution: DON'T SEND A SALES LETTERS FIRST!

There is one exception to the above rule: if your sales letter generates a return telephone call—not occasionally, but all the time or in very, very high numbers. Then you have an effective sales letter. It does what it is supposed do: It generates a response. Keep using it and doing exactly what you are doing.

If your sales letter does not generate phone calls, stop sending it. It is not helping you. Sending a letter first does not "warm up" your call—it can actually be counterproductive. Usually your letter ends up in a pile on your prospect's desk; they haven't read it or they have lost it. You end up having a conversation like the above—or in an alternate scenario, a conversation like this one:

P: I got your letter. I filed it. I'll call if I need you.

Or worse…

P: I don't remember it, but if you sent it, I probably got it and filed it. I'll call if I need you.

You will never get to the next step in your sales process this way.

Make your call first and ask for what you want. If you are calling to set an introductory new business meeting—use your script and then ask for the meeting. If at that point your prospect asks to receive written material, by all means send it and send it right way! If your prospect has said "no"—then they do not really need any material. This approach will save time, effort and postage. 

If you call first and your prospect absolutely, positively insists on receiving written material first, this also gives you a second chance to call her back and try for that meeting. 
Sometimes, you can promise to send literature immediately and at the same time suggest that you both "pencil in a meeting" for a few weeks later, after they have had a chance to review the materials. This way, everyone gets what they want!

Spend your time effectively, making telephone calls—not sending out letters that no one reads. 

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Qualifying Your Prospect by Wendy Weiss

How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? “Are you the person who…?” “What is your marketing strategy?” “Do you own or rent?” Even, “How are you today?”

Are you annoyed and put off by these questions? Do you respond, “I already have a vendor,” “I’m not interested,” “Send a brochure” or “What are you selling?” (These days my response is to tell these callers to read Cold Calling for Women!)

This question-asking strategy does not work. It does not work to qualify your prospect, and it does not work to set your prospect at ease. If anything, this strategy puts you at a disadvantage and makes your prospect not want to speak with you!

Here is a better approach: Allow your prospect to “self-qualify”—allow them to tell you that they are the decision-maker. This is how: Position yourself as the expert. Give your prospect a reason to want to speak with you, and set yourself up as the person with the credentials who has the right to ask questions. 

Use your script. Introduce yourself, your company and your product or service. Tell your prospect something about the above in such as way as to “stand out from the crowd.” Talk about your experience in the industry or your company’s credentials. Explain what you do in a way that is different from everyone else in the entire world that is doing something similar. 

Talk about your business and the unique benefits you offer. You can use phrases like “we specialize in…” or “our reputation is…” or “we are known for…” You can also name-drop credentials to help this “expert positioning.” Mention clients or customers in similar businesses as your prospect. This does two things: it lets your prospect know that you are familiar with their industry, and it also makes prospects feel safer if they have not heard of you before. If someone has referred you, mention her name. 

Once you set yourself up as the expert, then you are in a position to ask some of your predetermined qualifying questions. Ask them. This way, you are likely to get answers! In the ensuing conversation, the prospect will more than likely tell you that he or she is the decision-maker. If they do not, you can ask, “How is this decision made?” “Who else is involved in this decision?” “How has this decision been made in the past?” “What is your decision-making process?”

If you approach qualifying your prospect in this manner, you are setting up a relationship of equals. You are someone with expert credentials, someone with whom your prospect would want to talk. Your prospect will respond in kind. It is a far easier and far more effective way of qualifying prospects. 

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

"Purple Envelopes" by Wendy Weiss

In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters. Essentially her letters were lists of all the services (features) offered by the company and concluded with a tepid, "I will call to follow up." The letter could easily have been written by any of her competitors. She sent it out in a white envelope. It was not surprising that her prospect had not responded.

While I generally recommend against sending letters before a prospecting call, if you are sending a letter, you must make it interesting. If your letter could be written by any of your competition, there is nothing to differentiate you from your competition. This rule applies for crafting your telephone prospecting script as well. If you say the same things that your competition says, you will be perceived to be the same as your competition. Another important facet of letter writing is getting your letter opened. Thousands of books have been written on this subject. If the prospect does not open your envelope, they will not read your  letter.

I mentioned to my client that all correspondence from my office goes out in purple envelopes. And prospects notice! I'd like to be able to tell you that I knew to use purple envelopes because I am a marketing genius. The reality is, I accessorize.

When my first book, "Cold Calling for Women" came out I sent out hundreds of review copies with media kits. The cover of "Cold Calling for Women" is deep purple and hot pink. Clearly, I needed deep purple folders for the media kits and then, just as clearly, I needed a purple envelope to complete the ensemble. (It annoys me if my nail polish and lipstick don't match.)

I called every reviewer to say that I was sending a review copy of the book in a purple envelope. Then I sent the review copy and media kit in the purple envelope. After that, I would call to confirm that the reviewer had received it. An amazing thing happened. Reviewers receive thousands of books every week, yet every reviewer with whom I spoke knew exactly what book I was referring to.

Since that time, I have continued to use purple envelopes, for correspondence, for contracts, for media kits. it doesn't matter. Prospects always know which package is mine, because it's in a purple envelope.

My client, however, was horrified. "No, no, no," she said. "Our clients are staid and conservative. It's an 'old boy's network.'" I found this to be an amazing statement, since there is no way my client, "Sally," would ever fit into an "old boy's network" no matter what she did. There's a demoralizing goal: Trying to desperately to fit into and be a part of a group that will never accept you.

I said to Sally, "At this moment in time, you already do not have that prospect as a client. The prospect has ignored every attempt that you have made to contact them. There is no risk here. You have nothing to lose. It's time to do something different. In order to be noticed you must do something noticeable."

My first advice to Sally then was to stop sending letters and try to reach the prospect directly by telephone. (Making sure that she had first crafted a compelling script.) When asked by the secretary, "What is this in reference to?" Sally could truthfully say, "We've had correspondence."

If the direct telephone approach didn't work then Sally's next option might be to try another letter. But in this case she would need a compelling, interesting, benefit-centered letter. She would also need a mechanism (purple envelope or something else) to ensure the letter being  opened.

But there is a bigger issue here: So many people are afraid to take risks, to try something different or to be a little different. The difference can be minor; like purple envelopes or it can be conceptual as in the way you speak about what you do. But whatever that difference is, don't be afraid to embrace it and use it to your advantage.

The status quo is the sales professional's biggest enemy. If your prospects do not perceive a difference between what you have to offer and what their current vendor offers, you will not get the business. You must make that difference visible in ways great and small. That means doing, being, showing difference. 

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Proposals: Following Up by Wendy Weiss

Readers frequently write and ask: How does one follow up on a proposal when each time you call, you only get voice mail?

Excellent question! Try this:

Always have your calendar or Palm Pilot with you and easily available. When a prospect asks for a proposal, part of your conversation must be about how and when you will deliver that proposal. Once you have established the time frame for delivery, take out your calendar and say, "Let's pencil in a time for me to come by with the proposal, and we'll be able to talk about it." 

Keeping in mind the parameters and time frame that you just discussed, offer some choices: "Is early next week good for you, or is later in the week better?" This way, you are having a conversation about when you will meet to discuss the proposal, not if you will meet to discuss the proposal—an important distinction! I also like the word "pencil"—it implies that the time can be erased or changed, so the prospect does not feel trapped.

This is a strategy that you can use to advantage at any point through out your sales cycle. If, during a meeting with a prospect, it becomes apparent that you will need to meet again, set it up there and then. If your prospect says, "Call me next week, and we'll set something up…," you say (taking out your calendar), "Let's pencil something in, and I'll make sure to call you to confirm." Then, give your prospect some choices: "Is next Thursday or Friday good, or would the following week be better?" If you can set the meeting in this manner, all you need to do is confirm it. It is a much more efficient use of your time. This approach eliminates the endless phone calls, messages or telephone tag that you might otherwise need to follow up with a prospect.

Here's another use of this technique: If you meet someone at a networking meeting who asks you to call, saying that they'd like to have an extended business conversation—take out your calendar. Say, "Do you have your calendar handy? Let's pencil in a meeting, and I'll make sure to call to confirm. Is next week good, or would the week after be better?"

Using this approach, you could halve the number of follow-up phone calls you might need to make.

Going back to the initial scenario we discussed, following up on a proposal: It is always a better idea to present your proposal face-to-face. This way, you can answer questions, articulate benefits, evaluate your prospect's response and negotiate, if need be. You have far more control in this

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

"Powerful, Persuasive and Motivating Language" by Wendy Weiss

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 the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments. The team leader was a highly successful sales professional who had been in the business for many years and made quite a lot of money. The participant, who had been in the business for approximately a week, told me that she was going to work with the script and "make it her own."

"No!" I cried out. "Don't do that! Don't make it your own!" 

My reasoning? This participant was a beginner. She knew nothing about sales or prospecting. She had a script that was crafted by someone who was highly successful on the telephone. This particular participant did not know enough to make it her own. More than likely, in making the script her own she would eliminate all of the powerful, persuasive and motivating language  used by the sales super star who had given her the script.

When you are on the telephone with a prospect you have about 10 seconds to grab and hold your prospect's attention. If you do not do that within that first 10 seconds, your call is more than likely over. If you get through that first 10 seconds, that buys you another 10 seconds. If you get through that 10 seconds it buys you yet another... and so on... 10 seconds is not a lot of time. To get through those 10-second increments, you want to use the most powerful and persuasive words that you have at your disposal.

If you are a beginner it is entirely possible, indeed even likely, that you may not be comfortable with certain powerful words or phrases. They may be very unlike your usual way of speaking. Even if you've been in sales for a while you might be set in your ways, accustomed to certain words and a certain delivery, and changing that might feel uncomfortable.

I've met many people who say they do not want to work with scripts because then they "cannot be themselves." Remembering that your prospecting call happens in 10-second increments you want to be the very best self that you can be, every time. That requires preparation.

One of the things that I've always loved about being in sales is that it is crystal clear. You always know exactly where you are. You are either scheduling appointments, or you're not. You are either closing, or you're not.

If you are new to sales and a successful professional gives you their script--don't change a word. That script will be your gold mine. If you've been in sales for a while and want to try out a new script, test it first. Your old script becomes your baseline. For example, make 30 prospecting calls using your usual script and keep track of the number of appointments that you schedule. Then make 30 more prospecting calls using your new script exactly as written. Keep track of the number of appointments that you schedule. At the end of those 60 calls you will know which script works better. That becomes your new baseline.

© 2006 Wendy Weiss

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing

"Power Words" by Wendy Weiss

I conducted 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 the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments. The team leader was a highly successful sales professional who had been in the business for many years and made quite a lot of money. The participant, who had been in the business for approximately a week, told me that she was going to work with the script and "make it her own."

"No!" I cried out. "Don't do that! Don't make it your own!"

My reasoning? This participant was a beginner. She knew nothing about sales or prospecting. She had a script that was crafted by someone who was highly successful on the telephone. This particular participant did not know enough to make it her own. More than likely, in making the script her own she would eliminate all of the powerful, persuasive and motivating language used by the sales super star who had given her the script.

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. If you do not do that within that first 10 seconds, your call is more than likely over. If you get through that first 10 seconds, that buys you another 10 seconds. If you get through that 10 seconds it buys you yet another...and so on...10 seconds is not a lot of time. To get through those 10-second increments, you want to use the most powerful words that you have at your disposal.

If you are a beginner it is entirely possible, indeed even likely, that you may not be comfortable with certain powerful words or phrases. They may be very unlike your usual way of speaking. Even if you've been in sales for a while you might be set in your ways, accustomed to a certain delivery, and changing that might feel uncomfortable.

I've met many people who say they do not want to work with scripts because then they "cannot be themselves." Remembering that your prospecting call happens in 10-second  increments, you want to be the very best self that you can be, every time. That requires preparation.

One of the things that I've always loved about being in sales is that it is crystal clear. You always know exactly where you are. You are either scheduling appointments, or you're not. You are either closing, or you're not.

If you are new to sales and a successful professional gives you their script-don't change a word. That script will be your gold mine. If you've been in sales for a while and want to try out a new script, test it first. Your old script becomes your baseline. For example, make 30 prospecting calls using your usual script and keep track of the number of appointments that you schedule. Then make 30 more prospecting calls using your new script exactly as written. Keep track of the number of appointments that you schedule. At the end of those 60 calls you will know which script works better. That becomes your new baseline.

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing

"Perception Is Reality" by Wendy Weiss

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 radio and dance. She said I had no sense of rhythm so she enrolled me in ballet class. That was the beginning of a first career and a great passion.

As a child I danced with Pittsburgh Ballet Theater, always one of the child guests in Act I of Nutcracker. As I grew older, it was the corps de ballet, Snowflake and Waltz of the Flowers. I was even the Sugar Plum Fairy a few times!

At age 17 I moved to New York City to dance, and like every artist in the City, needed a day job. At first I waited on tables. Then I found something more lucrative and more fun-telemarketing.

An ad in "Backstage," the trade publication we would read to look for auditions, caught my attention. It was an ad for a telemarketing company. They would hire actors because actors  can read scripts. (Hiring tip: If you are looking for a part time telemarketer-hire an actor.) The job was calling high-level executives and setting new business appointments. I got the job and was really good at it. Who knew? Ballet dancers don't even talk.

Eventually the telemarketing company started to give me all the "hard leads," the Presidents, the CEO's, the people who "didn't take cold calls." I'd call them, get them on the line, have a great conversation and set up the meeting. It was fun and it was easy.

Years later when I started my training and coaching business I thought all that was necessary was to show clients a system and help them write a good script and we would be finished. 
Imagine my surprise upon discovering all of the human and psychological barriers people face when prospecting by telephone.

That sent me back to the basics to think about not only the system and scripts but also the thought process and mind set as well. I realized something fascinating.

At the time of that initial telemarketing job, I was 19, rather naive and inexperienced in the ways of the world. I lived in a small apartment with four other dancers. I made very little money. Yet, when I would pick up the telephone to call that CEO or President, believe it or not, I felt that I was superior. I may have been calling someone who made 100 times more money, someone who lived in a wonderful house or apartment, someone whom everyone would consider to be the epitome of success, yet I felt superior because I was an artist. 
My belief system at the time was simply that artists are superior in every respect. It never occurred to me that prospects would be anything but delighted to speak with me.

While my mind set and beliefs about the business and corporate world, my place in it and my "superiority" have changed drastically over the years, that belief system was what enabled me to successfully pick up the telephone and speak easily with high-level executives. Perception is reality. Although my life circumstances at the time were far from ideal I didn't view it that way.

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. Instead of thinking about how important your prospect is, think about all of the ways that your prospects and customers need you. Think about how you help. Think about the benefits that you bring. Start to see yourself as an equal with something of value to offer. Determine that your prospects will be happy to speak and work with you. Perception becomes reality. 

I close with my all time favorite quote by Henry Ford who said:
"Either you think you can or you think you can't and either way you're right."

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

"More Stuff We Make Up About Our Prospects" by Wendy Weiss

-- 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 in so many sales books. No wonder so many people hate cold calling! Who wants to hear "no"? Who wants to go through X number of "no's" to get to "yes"? That's exhausting and demoralizing. Ecch!

Wouldn't it be so much nicer if almost no one said "no"? Isn't it great to hear "yes"! Wouldn't it be wonderful to only hear possibilities? Well, you can. And this is how:

I have been writing a lot recently about changing the way that you think. Many times, what we think is a "no" is really something that we are making up! It is important to differentiate between the actual words your prospect says and what you think your prospect is saying. There are the "facts," or "the words," and then there are the stories, the things we make up about what we think our prospect is really saying. Frequently, the two have nothing in common! 

Learning to hear what your prospect is actually saying versus what you make up they are saying will result in hearing fewer and fewer "no's" and feeling less and less rejection. This does take some work and practice, like learning any new skill, but it can be done. Here are some examples:

-- If a prospect says to you that they are not the decision-maker and that you need to speak with someone else, that is not a "no." She is not the decision-maker. But if she gives you the name of the decision-maker, that is a "yes." She is helping!

-- When you are trying to set a new business appointment, if a prospect asks you to "send something" instead, that is not a "no." More than likely, it means you haven't convinced her yet. Send her something—you now have a second chance.

-- If a prospect says she's busy and asks you to call back, that is not a "no." That's a request to call her back. Do so.

-- If a prospect's secretary says that your prospect is in a meeting, that is not a "no." Your prospect is in a meeting. Ask when she will be done with that meeting, and call back  then.

Many of our "no's" are actually quite neutral. But we don't hear them as neutral. We read extra or hidden meaning into the neutral words and turn them into something quite different. Examine the facts. Examine what is actually being said. Check to see if you are "making stuff up" about a conversation that, when you examine it, is actually neutral. Is your prospect really saying "no," or is it a story that you are telling yourself?

Hearing "no" continually is demoralizing and dispiriting. It is difficult to be energized and interested when facing that wall of rejection. Stop hearing "no" by always checking your facts in prospecting and sales situations. As you check your facts, stop yourself from "making stuff up" about those facts. As you do this, you will find that many of your "no's" disappear. You will hear more "yes's." While the "no's" may never disappear completely, eventually "no" itself will become the aberration. You will then be able to prospect in a whole new way. Go to it! 

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

"Leaving Messages" by Wendy Weiss

'Hi __________. My name is _________. I'm your ________ sales person calling to introduce myself. I would like to talk to you about what we have to offer.'

The above is an actual message that was left on my voice mail. I did not call back. Would you? Probably not.

Let me state up front that I'm still not a big fan of leaving messages. Having a conversation with your prospect is always so much better, and with some skill and patience it is possible to eventually get most prospects on the telephone.

If, however, you choose to leave a message, you must give your prospect some reason to call you back. 'I would like to talk to you about what we have to offer' does not cut it.

When you are speaking with your prospect for the first time, it is imperative to have a hook, something to grab and hold that prospect's attention. If you don't hook your prospect in the beginning of your conversation, they will not want to speak with you. They will say, 'I'm not interested,' and worse case, they may hang up on you.

It works exactly the same way when you are leaving a message. If you don't have a hook, if your message does not grab and hold your prospect's attention, your prospect will hit delete and that will be that.

The process for finding your hook, whether for your actual conversation or for your message, is always the same. You want to identify hot buttons, those issues that are so important to your prospect that when they come up, your prospect stops in her tracks to listen. Every single message that you leave must have a hook. And if you plan on leaving more than one message, you will want to have different hooks. (And BTW: If you really wan to reach your prospect, you will need to leave more than one message.) This way you will always be saying something new.

Start by making a list. List every benefit and value that you  and/or your products/services bring to your customers. Once you have that list, create a message for each benefit/value. You can have more than one message about any one benefit/value, as long as you have another angle or another point that you can make. When you are done, you should have several different generic messages that you could then leave for your prospect. Once you've developed your generic messages, you can then customize them for any particular prospect. 

He.are are some additional tips for leaving messages:
* Say your name and telephone number at least twice, once at the beginning of the message and once at the end.
* Spell your name.
* Speak slowly and clearly. No one will ever call you back if they do not understand you.
* Slow down when you spell your name and give your telephone number. Your prospect will interpret this slowing down as a direction to write, and will pick up a pen and write down your information. This works when you are speaking directly to your prospect as well.
* Make sure to tell prospects that you will call back if you do not hear from them. This way you take back control and are not left sitting by the phone, waiting for prospects to call.

© 2006 Wendy Weiss

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

"Gain Your Prospect's Attention" by Wendy Weis

On a cold call you have approximately 10-30 seconds to grab your prospects’ attention—and you won’t get a second chance. Read on to discover how to gain your prospects’ attention…

I was eating lunch. The phone rang and thinking it might be a client calling (and also, let’s face it—I’m a little compulsive) I bolted to my desk and grabbed the receiver.

Instead of my client, on the other end of the line was a perky person telling me that their company provides high-speed Internet access in my area. This was not exciting news. I live in New York City, we have a multitude of options and high-speed Internet access is a given. (An aside: New Yorkers don’t usually respond well to perky.)

I said what I usually say to such callers. I told the caller she needed help with her cold calling and suggested that she visit my web site, www.queenofcoldcalling.com. Then I went back to my lunch.

Believe it or not, your prospects are not sitting by the phone waiting for your call. (And they are all not as compulsive as I am about answering the telephone.) At the moment that you call, all of your prospects are doing something else. All of them. The way that you introduce yourself must get their attention.

So what’s wrong with the introduction, “We now provide high speed Internet access in your area”?

This introduction makes “high speed Internet access” into a commodity. It’s a thing. Most of this caller’s prospects probably already have high-speed Internet access. They already have that thing. They don’t need another.

Whatever you are selling, if you make it into a commodity, (“I’m a printer…” “I’m a financial advisor...” “We sell home furnishings…”) more than likely your prospect has one (or some) and sees no reason to have a conversation.

While you do want to be clear about what you do, more importantly you want your prospect to understand the value that you offer. How do you make your customers’ lives better, easier, safer, more productive…? That’s what will get your prospect’s attention and that’s what will enable you to have a good conversation.

One way to get a prospect’s attention is to lead with price. Saving money will always be high on a prospect’s wish list so if you truly are able to save your customers money, prospects will pay attention. The caller above could have introduced herself by saying the company saves customers money (giving a specific dollar amount or percentage makes this even stronger) on their high speed Internet access.

The problem, however, with leading with price is that there will always be someone who can give your customers a better price. Leading with price does not insure customer loyalty. It almost guarantees that you will have to keep cutting your prices or lose customers to the next caller who comes along offering a savings.

So now we’re back to value. Using the above example, how could the caller have tweaked her approach so that she’d have a better chance of having good conversations with prospects? Here’s an idea:

Perhaps the company she represented was really excellent at taking care of their customers, for example, maybe they didn’t make you wait for a week to get a service call in the event of a problem. Or perhaps they had live human beings answering their phones 24/7 rather than those automated systems that make you dial numbers to get into the right queue and then tell you the wait time will be 45 minutes. (I know, wishful thinking here.) Anyway, the potential of avoiding of annoyance and aggravation because of superior customer service could catch a prospect’s attention. 

The point is that you need to get into your customer’s heads and figure out what differentiates you (your company/products/services) from the competition and why your customers buy from you. Then in your cold call opening, lead with that differentiator and/or that reason. Once you are able to stop making your offering into a commodity and instead focus on the value, your prospects will respond. 

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Five Ways to Name Your Prospect by Wendy Weiss

The first step in your cold call is frequently an attempt to put a name on your prospect. You think a particular company is a potential prospect--you just don’t know whom you should speak with. How do you put a name on that person?

Here are five ways to find your prospect’s name: 

1. Ask the receptionist
The easiest way to name your prospect is to simply ask the receptionist. A part of her job is to help you identify the prospect. Another part of her job is to connect you. (Generally, receptionists are underpaid and overworked. Callers are frequently rude, so be very nice to the receptionist; she can be a tremendous help.) 

You: “Before you connect me, (P A U S E) I need to reach…” (give title) “Who is that please?”. 
(The key word here is: “before.” You say, “Before you connect me” and then you pause because you want the receptionist to hear the word “before” and that way give you a name before she puts you through.) 

Receptionist: "What is this in reference to?"
(This “What is this in reference to?” is different than later on when the secretary or assistant says it. At this point the receptionist doesn’t really mean what is this in reference to? She means I do not understand what you want, I don’t know who to connect you with. Remember: Her job is to connect you with someone.)

You: (Use the “Broken Record Technique”--Repeat what you just said but elaborate a little. For example, if you want to reach the Senior Vice President of Marketing:) I need to reach whoever handles marketing.  I don’t know if that would be your Senior Vice President of Marketing or your Marketing Director or your Advertising Director... Who would handle that and what is the correct title?

(If you keep using the “Broken Record Technique” and throwing out titles, eventually the receptionist will latch onto one and give you a name)

Sometimes if a company has a policy that they will not give out names at the switchboard you can ask to be connected with that department. When the receptionist in that area answers you start over with “Before you connect me…”

2. Call the Chief Executive Officer:
Th theory here is that Executive Secretaries know everything. Call the CEO’s office. Ask for the CEO. When the Executive Secretary says, “What is this in reference to?” tell her. She will then generally point you in the right direction, in addition to which when you get to your prospect you can say, “the CEOs office said I should be meeting with you,” implying that you actually spoke with the CEO. 

3. Randomly change the numbers of the general switchboard number: 
If the general number is –5000, call -5001, -5002, -5003 etc. and keep going until you actually reach a human being. Ask them to help you. “Would you help me please?”  People love to help. Ask: “Who is in charge of that department?” “Who is the liaison with…?”  “Who should I speak with?” “Who would handle that?” Once you get a name, ask: “Do you have a company directory? Would you look up that extension for me?” Sometimes they will, sometimes they won’t—but it never hurts to ask.

4. The made-up name:
If asking the receptionist the first time doesn’t work because company policy forbids them to give out names, make up a name and ask the receptionist for that person. The receptionist will say, “There is no one by that name here.” You will say, “Oh, Jane Jones used to be the Senior Vice President of (fill in the blank). She was the one I always dealt with. Who has taken over for her?” Assuming that the receptionist has not been at the company since the beginning of time and knows there was never any Jane Jones…she may very well give you the prospect’s name.

5. A last resort;
Call Human Resources. Use the same technique that you use with the receptionist. “Before you connect me…” 

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Filing the Sales Pipeline by Wendy Weiss

"I have made attempts to contact you to determine if there is a mutual fit between our companies. How would you like for me to follow-up with you going forward? 

"I have been working under the assumption that Weiss Communications will be considering _________. Is this still the case? If you are not interested or if there is another person you would like me to follow-up with, please let me know. I certainly do not want to waste your time."

This is an email I recently received from a sales representative. It's interesting because this is the first communication that I actually received from this representative. Didn't recognize the rep's name. Didn't recognize the company name. Don't really know what he's selling or why I should be interested. And of course, I have heard nothing further from him.

I suppose that if one sent enough emails of this type, eventually someone would respond that they are interested. This strikes me as a very frustrating way to fill a pipeline.

The bottom line is that if you want to be able to sell consistently, if you want to have those million dollar and beyond sales careers, if you want to avoid major frustration and wheel spinning, blanketing the earth with emails, voice mails or even phone calls is not the answer.

The answer is to be highly specific about who your prospect is and why they should buy from you. Far too often when speaking with entrepreneurs, business owners and sales professionals, I ask them, "Who is your market?" and the response is "Everyone."

Sorry. "Everyone" is not the answer that will make money for you. Even if "everyone" could use your product/service, (highly unlikely) they would all be buying for different reasons. Your job is to identify those reasons, make sure the reasons correspond with the prospect with whom you are speaking and help your prospect understand that your product/service is the answer to his or her needs, wants and desires.

So here are the questions that you need to ask yourself:

1. What am I selling? What is the value and/or benefit to my customer who buys what I am selling? What is the reason my customer buys? Why should my prospect be interested in what I am selling? What need, want and/or desire does my product/service satisfy?

2. Out of everyone in the entire world who might purchase my product/service, who is most likely to purchase my product/service? Out of that group, who is most likely to buy a lot of my product/service? And who is most likely to return again and again to buy more of my product/service?

If you are able to satisfactorily answer these questions, you will be able to spend your time wisely, focusing on prospects who are truly viable. Your selling time will be productive and your numbers will go through the roof.

To your success!

© 2007 Wendy Weiss

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Do Your Words Betray You? by Wendy Weis

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 confidence and authority. You always want your prospect or your customer to see you as an expert in your field, as someone who is credible and someone who is knowledgeable. Sometimes, the words we use or the way we use them get in the way.

Have you ever started a conversation with a prospect or customer with the phrase "I'm just calling."?

That little word "just" is an apology. It says that your call is not important and that what you have to say is not important. Delete it from your vocabulary immediately! Simply tell your prospects and customers why you are calling. That is enough.

"I believe that.."

"I think that.."

"I know.."

Who would you rather listen to? Someone who believes or thinks she knows something-or someone who just knows it? The phrases "I believe" and "I think" detract from your message. They detract from your power.

"Once we have completed. We will hopefully achieve."

Hopefully?

No one pays you to "hopefully" do something. They pay you to actually do it! Tell your prospects or customers what they will achieve or should expect to achieve.

To make your words sound powerful, pitch your voice to a lower level than your usual speaking voice. In our society, a lower-pitched voice is perceived as more authoritative. Also, make sure that the inflection goes down at the end of every sentence. When nervous, everyone tends to make even statements into questions with an upward inflection. This will make you sound nervous and unsure. Be careful also, as you are doing this, not to drop off or throw the last words of your sentence away. That would sound like you are giving up. 

It may take some time and practice before you are fully comfortable eliminating the words "just," "I believe," "I think" and "hopefully" from your vocabulary. It will also take some time and practice to get the lowered vocal pitch and downward inflections at the end of sentences. But it will be time well spent when you see the difference in the way your customers and  prospects respond. Even if you do feel nervous, using these particular word and vocal tips will make you sound confident and self-assured. Eventually, you will even begin to feel that way!

BUY HERE BOOK: Cold Calling for Women Opening Doors & Closing Sales

"The Question: To Confirm or Not to Confirm" by Wendy Weiss

Do you confirm every prospect appointment before you head out the door?
Or.

Do you not confirm, believing that it gives your prospect an "out?"

Far too many coaching clients, workshop participants and readers have said to me, "If I confirm the appointment it gives them a chance to get out of it." Let's examine this statement and the beliefs that go with it.

The above statement implies that the scheduled appointment is something that, given a choice, your prospect would avoid. This must mean, therefore, that you tricked or manipulated your prospect into agreeing to the appointment in the first place. Now on reflection, your prospect could only want to bolt.

If you had to trick your prospect to schedule the meeting, the meeting itself must not have any real value. It logically follows then, that the agenda for the meeting, your products or services, you and your time also have no value!

Well, that's demoralizing!

If, however, you truly believe that your product or service has value, if you have done your homework, targeted your market and are calling on qualified prospects then there is no reason that a prospect should want to avoid meeting with you. It is time to change some of your beliefs about the meeting. If a prospect schedules an appointment with you, that means they are interested in talking about what you have to offer!

And here's another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don't show?

I've had some sales professionals tell me that when a prospect stands them up, they like it, because the prospect then feels guilty and "owes them." These sales professionals believe that their prospects will meet with them because of that sense of guilt. And perhaps some do. 

But barring a last minute emergency that takes a prospect away unexpectedly, someone who stands you up once, will more than likely have no qualms about standing you up again. This "guilt" approach goes hand-in-hand with the belief that prospects must be tricked or manipulated into meetings.

So here's a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directly. Say:

"I'm calling to confirm our brief meeting tomorrow (or later today) at (fill in the time.)"

(The use of any of the following sentences is optional.) 
"I've put together those samples we discussed."
"I've given a lot of thought to your situation."
"I have some very interesting ideas to share with you."
"I'm looking forward to meeting you."

If your prospect says the agreed upon meeting time no longer works, reschedule immediately! Otherwise, you now know that when you show up tomorrow your prospect will actually be there! (Do make sure that your prospect has your phone number so that they can reach you if something unexpected does happen.)

If you are not able to reach your prospect directly, and if your prospect has a secretary, ask her if she keeps the prospect's calendar. If she does, you can confirm with her. If she does not, deputize her. Give her your name and phone number and say: "I'm calling to confirm my brief meeting tomorrow at (fill in the time) with Ms. Prospect." Ask her to speak with the prospect for you and then call you back to let you know that the meeting is on.

If you are not able to reach a human being leave the following message on your prospect's voice mail:

"Hello, Ms. Prospect. This is (fill in your name) from (fill in your company name.) My phone number is (your phone number goes here.)"

"I'm calling to confirm our brief meeting tomorrow at (fill in the time.)"

(The use of any of the following sentences is optional.) 
"I've put together those samples we discussed."
"I've given a lot of thought to your situation."
"I have some very interesting ideas to share with you."
"I'm looking forward to meeting you."

Please be good enough, to give me a call back and let me know that tomorrow at (fill in the time.) still works for you."
"And again, this is (fill in your name) from (fill in your company name.) My phone number is (your phone number goes here.)"
Most prospects will call you back, either to confirm or to reschedule. 

Over the past years, many, many coaching clients, workshop participants and readers have asked me about differentiating themselves from the competition. This is one way to do it. By confirming your appointments you are setting yourself up to be viewed by your prospects and customers as an expert and a professional. You are a consultant, like any consultant your time is valuable and your prospects will see that if you conduct yourself in that manner. Far too many sales professionals allow themselves to be treated poorly, feeling perhaps, that it comes with the territory. It doesn't have to.

Confirming appointments is a far better use of your selling time. A prospect who will not meet with you, is not a qualified prospect! Those prospects who do cancel and are unwilling, for whatever reason, to reschedule are doing you a favor. They are saving you the time and energy you would have spent going to see them, following up with them and then not selling anything!

© 2004 Wendy Weiss

Buy Now! Cold Calling for Women Opening Doors & Closing Sales

"Call-Killing Phrases" by Wendy Weiss

How often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot. I know I say it frequently. It's commonly used as a greeting, as a 'hello.'

Because 'How are you?' is so commonly used, how often have you started your introductory calls with this phrase? If you do use this phrase as an opening for your introductory call, please stop immediately. It's an introductory call-killer, and this is why:

1. If you ask this question, you must be prepared for the answer. What if your prospect answers, 'I'm having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday'? Do you really care? Is this the reason for your phone call?

2. You lose control of the call. (This is probably the most important reason.) If your prospect does respond, 'I'm having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday,' how are you going to get the call back on track?

3. It's a set up, a tip off to your prospect that you are making a sales call. It gives your prospect the opportunity to say, 'I'm busy. What do you want?' (See number 2 above.)

Similar issues apply with the introductory call-killing phrases, 'May I have a moment of your time?' and/or 'Is this a good time to talk?'

With both of these phrases, you lose control of the call right at the beginning, before you've had a chance to say anything at all. If the prospect answers, 'no,' the call is over. These are also both tip off phrases. Friends, family and important business colleagues would probably not say, 'May I have a moment of your time?' or 'Is this a good time to talk?' Only someone making a sales call would use this language, and it's all too easy for your prospect to respond negatively.

I know that many of you reading this will argue, 'Wendy, it's polite. It's polite to say, 'How are you?' as a greeting and it's polite to ask permission to speak.' There are, however, many ways to greet a prospect - saying 'hello' works just fine It is also equally polite to simply introduce yourself and get to the point. This is not only polite, it's respectful of your prospect's time, it's more effective and it allows you to retain control of the conversation.

In order to be truly effective prospecting or selling by phone, it is imperative to control the conversations you have with prospects. You want to set yourself up to have the best possible conversation that you can have with any given prospect. While it is true that not all prospects will respond badly to the above phrases, why take the chance? Why risk blowing a lead at the beginning of the call if something as simple as not starting out with, 'How are you?' can totally eliminate that possibility?

Say hello. Introduce yourself. Get to the point and say what you have to say. Then ask for what you want. This is the formula for a successful introductory call. Save the 'How are you?' question for those whose answers really interest you.

© 2006 Wendy Weiss

BUY her book: Cold Calling for Women Opening Doors & Closing Sales

Asking the Right Questions by Wendy Weiss

On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. So, how do you gather enough information to qualify your prospect and, at the same time, set up the meeting?

First, make a list of all the information that you would like to gather from your prospect. Then, look at your list and decide what information is crucial and what information can wait for later (either later in the conversation or later at the meeting). Ask the crucial questions first. Then, if your prospect is chatty, you can ask the rest of your questions. If your prospect is brusque or to-the-point, ask the questions you need to ask, set the meeting date and save the rest of your questions till then. 

You should, as much as possible, "prequalify" your prospect. Find out as much about the prospect and prospect company as you can. Once you've done that, eliminate the questions to which you already have answers.

There is no reason to ask a prospect, "Are you the person who purchases…?" or "Are you the decision-maker?" If you have done your homework and prequalified your prospect, you should know the usual title of the decision-maker and/or in which area or department you will usually find that decision-maker. The rule is always to try to reach the highest level person whom you believe might be the decision-maker. If your decision-maker is usually found in the Human Resources area, ask for the Senior Vice President of Human Resources. When you have a conversation then, there is no need to ask, "Are you the decision-maker?" Of course they are! Or they may have delegated that authority, and if so, they will tell you that and give you the correct name.

Ask questions that solicit relevant information. There is no need to ask a prospect, "Are you familiar with… (your company, your product/service)?" You won't be getting any useful information with this question. It really doesn't matter if they are familiar. If they say they are, it does not guarantee that they know everything they need to know to understand the value of what you are offering. If you want to make absolutely certain that your prospect does understand the value of your offer, you must tell them. If they are not familiar with your company, why then you still have to tell them.

It is far better to simply stay in control of the introductory calling process by telling your prospect what you would like them to know. Ask your questions on a real "need-to-know" basis. Keep them short and to-the-point, and then ask for what you want

Buy her book here: Cold Calling for Women Opening Doors & Closing Sales

"Are You Getting in Your Own Way?" (A Marketing Insensitive) by Wendy Weiss

If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way.

Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for  results? 

Recently I offered a series of free teleseminars. My goals for the teleseminars were to help attendees with difficult prospecting issues and to introduce my new product, "Cold Calling College." As an incentive to purchase the product I offered a one-day only discount (standard marketing procedure.) Here is an e-mail that I received from one of the participants:

--> "Dear Wendy,

--> "I thought the concepts on the cold calling telecall today were valid, however, somewhat rudimentary for me. I would consider purchasing 'Cold Calling College' for the scripts.. my Area Director is in Prague [so] I cannot get approval until next Monday. To get the approval I will need to sell its value as being more advanced than what I have thus far seen. Considering these factors. I would like to request that the discount still be offered to me next week."

It was fascinating that this participant e-mailed to request a favor, an extension on the deadline to purchase the product, yet she chose to start out her request by disparaging the teleclass and the offer. Hmmm. She's getting in her own way.

I did not take this personally. Actually, I found it to be rather amusing. We have sold many, many copies of "Cold Calling College" and will continue to do so. One sale more or less will not make or break us. I replied with a polite e-mail that the deadline to purchase was midnight that night and could not be extended.

In thinking about this communication I wondered had she sent a different e-mail would I have been more inclined to grant her request? How could this participant have changed her 
communication to make it more likely to get a positive response?

Let's see.

It's always a good idea to start out a request with an acknowledgement. It puts the recipient in a good frame of mind. It is also important to tell the truth. The issue here would be for this participant to find something she could acknowledge. How about this:

--> "Dear Wendy,

--> "Thank you for taking the time to offer this free teleclass."

This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have made without compromising her feelings about the class.

Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, "I would consider purchasing 'Cold Calling College' for the scripts. my Area Director is in Prague [so] I cannot get approval until next Monday." (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:

--> "I'm interested in purchasing 'Cold Calling College,' but I need to get my manager's approval to do so. She is in Prague until next week."

This approach is much softer and is also true. She did have some interest in purchasing "Cold Calling College." In this approach she is not promising to buy, she is simply expressing interest in a positive manner. She did not have to minimize the value of the product to make this request.

Next this participant said, "I will need to sell its value as being more advanced than what I have thus far seen."

This is totally unnecessary information for the recipient it's also rather insulting. She should have skipped this sentence altogether.

Then ask for what you want. It is also a good idea to acknowledge that your request is out of the ordinary.

--> "Would you be good enough to give me an extension on the deadline?"

Had this participant followed this outline, I might very well have granted her the extension she requested.

Think about every communication that you have with a prospect or customer. Ask yourself, "What is my goal?" Then ask yourself, "What is the best way to frame this communication so that I get the desired result?" Ask yourself, "How might my prospect or customer react to my 
words?"

Asking yourself these questions before you communicate with a prospect or customer will keep you from getting in your own way. It will help you to create easy, stress-free communications. It will also help you get the results you desire.

Buy her book: Cold Calling for Women Opening Doors & Closing Sales

Another Marketing Insensitive by Wendy Weiss

Approximately two years ago I first wrote about "Marketing Insensitives." At the time, I had received a call from a telemarketer offering me some "marketing insensitives" to purchase a product. Yes, she really said this! She was not being clever; she just couldn't pronounce "incentive."

But, Marketing Insensitives do exist! They are the unfortunate, not-thought-through, ridiculous, dumb things that businesses do that drive customers away. Here is another:

**************

The potential customer makes a phone call.

Ring, ring, ring.

Automated Telephone Attendant: Thank you for calling Wonderful Widget World. We're happy that you have called. Here you will find our total selection of Wonderful Widgets along with bargains galore and expert service from our happy, healthy sales consultants all here to help you find the Wonderful Widget of your dreams. Please visit us at www.wonderfulwidgetworld.com. And please listen carefully as our selections have changed.

Press 1 if you know the extension you wish to reach
Press 2 if you want our mailing address
Press 3 to find the Wonderful Widget World near you
Press 4 if you would like to receive our Wonderful Widget World catalogue
Press 5 if you would like to receive our Wonderful Widget World special offers
Press 6 if you would like to be taken off of our Wonderful Widget World mailing list
Press 7 if you would like to be on our Wonderful Widget World mailing list
Press 8 if you would like to contact the Wonderful Widget World Safety Council
Press 9 if you would like to contact the Wonderful Widget World International Charitable Foundation
Press 10 if you would like to speak with a sales consultant
Press 11 if you would like our Wonderful Widget World Directory
Press 12 to hear a recording of our happy, healthy Wonderful Widget World sales consultants singing, "We Are the World"
Press 13 if you would like to a receive complimentary photograph of the team building session at our annual Wonderful Widget World retreat
Press 14 to hear these choices repeated

The potential customer presses "10" wanting to speak with a sales consultant and buy some wonderful widgets.
Automated Telephone Attendant: Thank you for calling Wonderful Widget World. No one is available to take your call. Our sales consultants are all busy, busy, busy, busy helping other 
customers. But, we're happy that you have called. Here you will find our total selection of Wonderful Widgets along with bargains galore and expert service from our happy, healthy sales consultants all here to help you find the Wonderful Widget of your dreams. Please visit us at http://www.wonderfulwidgetworld.com. Please listen carefully as our selections have changed.

Enough said.

Buy her book Cold Calling for Women Opening Doors & Closing Sales

Amateurs by Wendy Weiss

Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful network marketing business. As we are both entrepreneurs, we talk a lot about our businesses, we egg each other on, give each other advice, commiserate.

My friend was feeling frustrated. "Amateurs," she said. "I'm tired of dealing with amateurs."

I knew what she meant. A professional is someone who shows up, no matter what. A professional is someone who gets the job done, no matter what. A professional is someone who does what she needs to do, when she needs to do it, no matter what. An amateur is someone who lets circumstances, other people and emotions get in the way.

As my friend put it, "When you're a model, if you have a saggy butt, they tell you that you have a saggy butt. Then they tell you to go away. If you want it enough, you fix your saggy butt and go back."

I grew up in the ballet world. It's very much the same. You take class everyday with a teacher whose job it is to criticize you The criticism is to help you improve, but some times it just  feels like criticism. You dance in front of a big mirror. This is so that you can criticize yourself. 

As an adolescent and even a young professional, I've been called "a cow" because of a few extra pounds. I've had teachers hit an errant arm or leg with a stick because that arm or leg was in the wrong position. (No, they weren't singling me out, they hit everyone.) I've lost dance jobs because I was too tall, too short, or had the wrong color hair. Those of you who read my book, "Cold Calling for Women," know that as a teenager I was not accepted into the renowned Harkness Ballet School because my back was too long. (They told my dad I was a very good dancer, but.) When I cut my hair short (it used to be down to my waist so that I could put it up in a classical ballet bun) I never again, got another job as a ballet dancer. And by the way, when you go to a dance audition they don't let you dance. They simply line you up and look at you and then start eliminating dancers. Once they're done eliminating, the dancers that are left get to actually dance.

When I first started doing sales training and clients would talk to me about rejection and fear of rejection I had no idea what they were talking about. As the years have gone by and I've  worked with more and more clients I do understand that those feelings are real.

Sales can be a tough world. Everyone will not love you or your product or service. Everyone will not say "yes." Sometimes in sales training brochures or on our web sites we get carried away and write, "Overcome every objection!" "Turn every 'no' into 'yes!'" The stark reality is that will not happen every time. Some prospects will say "no." A career in sales is not for the weak.

The key to success is what you do with that "no." You can allow it to stop you, or you can put it aside and continue on. The power is entirely yours. If there are people in the world having success doing exactly what you want to be doing, there is no reason that you cannot do it too. 

Being a professional starts with your mind set, that you believe in what you are selling and that you do not give other people, circumstances or even your own thoughts and emotions the power to stop you. Or as my friend put it, "If you want it enough, you fix your saggy butt and go back."

Check out her book here: Cold Calling for Women Opening Doors & Closing Sales