Have you considered launching your career in sales? It's an excellent starting point, especially if you possess strong communication skills and untapped potential.
Today, Wendy Weiss is joining me on the show. Wendy is The Queen of Cold Calling™ the Founder of the Salesology® , the author of "The Sales Winner’s Handbook," and a speaker, sales trainer, and sales coach who has been featured in “The New York Times,” “Business Week”, “Entrepreneur Magazine,” and more.
Listen in as Wendy shares the four key factors affecting your sales success as she shares her insights, drawn from her background as a former ballet dancer. From warmups to rehearsals, she'll walk us through the three vital components you need to secure responses and appointments quickly.
Plus, her most valuable piece of advice for recent college graduates just “Leaving the Nest” to quickly move the needle in your sales career.
Thanks again for listening to "Leaving The Nest." I hope you enjoy my conversation with Wendy!
Please leave us a review wherever you are listening and share this episode with others you know who are just "Leaving the Nest."
In This Episode
[00:34] - Kathleen introduces listeners to Wendy Weiss, the Founder, and President of Salesology®, a sales training and coaching consultancy firm based out of New York. Wendy is also an author, speaker, sales trainer, and sales coach who has been featured in “The New York Times,” “Business Week”, “Entrepreneur Magazine,” and so much more.
[02:29] - Wendy shares her intriguing background as a ballerina, the surprising story of how she became a sales trainer, and how she shares what was taught to her to help sales professionals find more opportunities and close more sales more quickly.
[04:33] - Wendy explains what ballet class taught her about life and business and the three-step method they use to increase qualified appointments and sales.
[05:07] - You don’t just run out onto the field and start “playing the game” what you need to do first, so you don't hurt yourself and your bottom line.
[06:10] - Why you need to rehearse—in ballet AND sales. The importance of technique.
[06:40] - Salespeople are born knowing what to do and say, OR are they? Wendy shares the importance of learning the craft of sales in order to successfully execute.
[08:09] - Kathleen asks Wendy to share some techniques you can use before you hit the phones to start selling.
[08:26] - Wendy shares the three vital components you need to have defined before you jump on the phone with a prospect.
[12:01] - The key to sales success: Kathleen shares her own growing pains and her experience transitioning from quick, impulsive sales calls to a more researched and deliberate approach, and the challenge of finding the right balance.
[13:02] - Wendy explains how having a precise and narrow definition of your target audience makes your sales efforts more efficient.
[14:10] - The most important thing to look for when starting a sales career.
[14:52] - What about a “sales script”, Wendy, and Kathleen each share their opinions of using them and the pros and cons.
[15:27] - Wendy shares why salespeople need scripts and the key question you need to ask about yours in order to engage prospects (and avoid hang-ups).
[16:57] - How having each next step defined as you move through a call can help newly hired sales representatives be effective fast.
[18:13] - How rehearsing predictable sales scenarios can help sales professionals deliver more effective responses.
[21:55] - Wendy shares how they use rapid role-playing.
[22:31] - Learning for success in the field of sales. The difference between being trained on product knowledge and comprehensive sales training.
[23:53] - Wendy shares the similarities between stage fright and fear of rejection in sales and how preparation helps to alleviate that.
[25:17] - Kathleen asks Wendy to share her advice for those who are struggling in sales.
[26:12] - Wendy shares some advice from a world-renowned life coach and the importance of adhering to proven processes (and scripts) for achieving sales success.
[28:46] - Wendy shares the four things that will impact your sales results if you are stuck. Plus, the one thing that you can do to quickly move the needle.
[31:43] - Sales—luck or is it a numbers game? Wendy says it’s neither. It’s all about converting your conversations, she explains.
[32:43] - Wendy shares her eight-touch process for getting a response and the appointment.
[36:11] - Everyone knows staying top of mind is huge. Kathleen and Wendy share their tips and tricks for making those conversions.
[38:19] - Wendy shares her most recent book, called "The Sales Winner’s Handbook" as well as their podcast called, Salesology®: Conversations with Sales Leaders and more, all available on the Salesology® website. They also have FREE gifts for listeners of the podcast. Check it out.
[41:24] - Thanks again for listening to Leaving the Nest. To find your next job, visit us at ROCS Grad Staffing. If you are a business in need of help staffing entry-level positions in your office, please reach out to Kathleen directly at Kathleen@rocsjobs.com. If you have any comments, questions, or suggestions, please call Kathleen at 703-579-6677.
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