SalesMotivation.net

by Wendy Weiss

I got a phone call from a telemarketer. She told me that she represented a Famous Marketing Legend and that the Famous Marketing Legend had wanted her to call. Years ago, I’d purchased some products from the FML. Along with those products, came the FML’s Gold Membership program. This membership, free for the first three months, was promised to turn me into a money-making machine.

At the end of the three months, and not yet a money-making machine, I let my membership lapse, and in all honesty, I confess that I’m not sure that I ever even looked through the
material or listened to the CDs.

So anyway, I got a phone call from this telemarketer. She told me they’d noticed that my membership had lapsed (It took them 6 years?) and she was calling to offer the FML’s Silver Membership that promised to make me a money-making machine.

Not even stopping for breath, she made the assumption that I had let the membership lapse because I’d thought it to be too expensive. She assured me that the Silver cost far less but was
an amazing wealth-creation, profit-producing program none-the-less. She went on to list all of the “things” that came with the membership, (a monthly newsletter and some exclusive
CDs, a hot sheet, a million dollar resource directory, a restricted web site, a teleclass or two and some special call-in times where you could speak with someone other than the FML) never bothering to ask any questions about my business, how it was doing, what direction the business was going or even what my goals might be. Then she asked if I was ready to buy.

I was scandalized. After all, she was calling representing the FML himself!

After nicely declining, I did what I always do in these situations. I suggested that she visit my web site, www.queenofcoldcalling.com, and download the Special Free Report, “How to Write an Effective Cold Calling Script.”

So what are our lessons learned?

1. Before you pick up the telephone to call your prospect, make sure that you understand the value of your offering to your prospect.

2. Remember that your prospect wants to know how your offering might be of value or benefit to her. It’s your job to make the connection.

3. Please find out what the prospect wants and needs before you tell her what you have to offer.

4. Ask questions so that you can truly understand what is going on with your prospect.

5. And then, engage with your prospect so that you can tie the value of your offering to the needs and desires of your prospect.

6. Only then can you ask for the sale.

So, what do you say to a bad telemarketer?

From now on, dear reader, please do what I do. When faced with a bad telemarketer, simply say to them:

“You really need some help. You need ‘The Queen of Cold Calling’ now. Run, don’t walk to: www.queenofcoldcalling.com. While you’re there, make sure to download the Special Free Report, ‘How to Write an Effective Cold Calling Script.’”

They will thank you and I will thank you.

About the Author

Wendy Weiss, “The Queen of Cold Calling,” is a s.ales trainer, author and s.ales coach. Her recently released program, The Miracle Appointment-Setting Script, can be ordered by visiting
http://queenofcoldcalling.com. Contact her at wendy@wendyweiss.com. Get Wendy’s free Special Report, “How to Write an Effective Cold Calling Script,” at http://www.queenofcoldcalling.com