The mission of the KTS Success Factor® Podcast for Women is to bring proven ideas female business leaders can use to increase their ability to achieve big goals and become happy, successful, and understood at work. All this in 25 minutes or less. Sarah E. Brown, Ph.D. is an expert on personalizing work to the unique interests, strengths, and needs of the workforce. A former Managing Director at Accenture, she is now on a mission to reach 250,000 women with knowledge of their unique gifts and the tools to be happy, successful and understood at work.
http://sarahebrown.com/podcast
The Stories We Tell Ourselves About Sales with Wendy Weiss
Do you dread prospecting calls? Do you get the jitters and end up overthinking as soon as you call your potential client? Do you want to know how to get rid of those jitters and gain confidence that can win you a client?
It’s normal to get scared or anxious when trying to give a prospect call. But what happens if you get too scared and end up stuttering? Or you cannot close the deal because of all your anxious thoughts? You can never avoid prospecting because that’s business, you just have to learn the secrets to making it better!
Wendy Weiss is known as The Queen of Cold Calling. She is an author, speaker, sales trainer, and sales coach and is recognized as one of the leading authorities on lead generation, cold calling, and new business development. Clients typically experience 3x the number of qualified appointments they can schedule with a corresponding increase in sales revenue and a shortening of the sales cycle.
In this episode, Wendy talks about how you can get over that jitter, present yourself better, and close that deal through the power of confidence! She also shares her insights and tips on how you can get rid of those “what ifs” and learn more about the secret of sales that will help you close your next prospecting call.
What you will learn from this episode:
- Discover how to get over that sales jitter and do your next call with confidence
- Understand the importance and power of prospecting calls and why you need them to grow your business
- Learn why you need to understand why sales isn’t a skillset nor an intuitive
“That's what you do in business. You connect with people and have conversations about how you might be able to help them.”
- Wendy Weiss
Valuable Free Resource:
- How to stop believing that “salesperson” myth and start getting clients with confidence with the right call: com/bundle-guides
Topics Covered:
02:04 - Challenge is getting in their own way and letting their self-doubt and thoughts get the best of them before it even happens
04:18 Believing the myth of the born salesperson and believing that they should automatically have the skillset: the common mistake business women leaders make when being in sales or managing their salespeople
06:07 - One free and actionable tip you can do to get rid of the expectations and win over your self-doubt thoughts: Once you understand that this is not an intuitive skill set, that it is a learned skill set, then it's entirely possible to go out and learn this skill.
06:53 - One valuable resource to help you get the stress off the sales, overcome the self-deprecating thoughts and secure that client: Coldcallingresults.com/bundle-guides
08:07 - Q: How do you start to shift that mindset? A: If you take a look at it, there are the facts. And then there are the stories that you tell yourself about the facts. Now the facts are, what if you're the salesperson or if you manage salespeople, somebody is going to dial the phone. The salesperson dials the phone. They're either going to reach the person they want to talk to, or they're not going to reach the person that they want to talk to.
Key Takeaways:
“And let's make an assumption here, you've done your homework, you're reaching out to prospects that you believe you can help because you've done your homework, then you have every right to reach out to prospects. You're in business!” -Wendy Weiss
“Nobody is born with this skill set. It's not intuitive.” -Wendy Weiss
“This is not an intuitive skill set. It is a learned skill set. Someone might be born with a lot of talent, a lot of athletic talent. That doesn't mean they're going to the Olympics. Somebody might have a lot of talent for sales, that does not mean they're going to be successful.” -Wendy Weiss
“Prospecting is a business process by which you acquire new clients. It is one of the many ways that one can acquire new clients is you pick up the telephone and you introduce yourself. And that is all it is.” -Wendy Weiss
Ways to Connect with Wendy Weiss:
- Website: https://coldcallingresults.com/
Ways to Connect with Sarah E. Brown:
- Website: https://www.sarahebrown.com/
- Twitter: https://twitter.com/knowguides
- LinkedIn: https://www.linkedin.com/in/sarahebrownphd/