Join me with Wendy Weiss, the Queen of Cold Calling™, a leading authority on lead generation, cold calling and new business development. We tackle some of the big pitfalls to avoid in sales conversations (and what often goes wrong), and how not to hurt yourself or your business in your sales performance and instead 3x your qualified sales appointments!

Transform your business, your sales and your success with a systematized approach to getting appointments, handling the sales conversations and creating new business! Wendy brings her background as a trained ballet dancer to approaching sales as a performance, and helping entrepreneurs and business sales teams do the same. Join us for this important conversation! [And don’t miss her gift – the Cold Calling Survival Guide – How to Start Setting Appointments in the next 24 hours!].

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Biggest takeaways (or quotes) you don’t want to miss:

  • Sales is a communication skill: You can learn it and improve it. 
  • You have no business without sales. 
  • If you are selling, you are offering value. 

Check out these highlights:

5:16  “Learning this skill enabled me to build a business”- sales

7:18 Why are people uncomfortable about sales?

8:23 “Bridging the gap and rethinking sales in another way can be challenging.”

9:00 Why you need to believe in yourself and what you sell. 

10:15 “Sales is serving” 

11:00 The people that need you are waiting for that service. 

12:11 “As a business owner you are an expert in what you do. The problem is that no one cares what you do.”

12:40 Why you should focus on the results of what you do when selling, not what you know. 

16:00 “I use a performance module when I talk about selling: Warm up, rehearse and perform.”

22:51 “It’s not that people don’t want to have sales conversations with you, they don’t want to be surprised and pulled into something.”

28:28 “Prospecting is very predictable once you have a system that works.”

33:13 “The really good news is that selling is a communication skill.”

How to get in touch with Wendy:

On social media:

https://www.linkedin.com/in/wendyweiss

https://twitter.com/wendyweiss

https://www.facebook.com/thequeenofcoldcalling

FREE GIFTS FOR LISTENERS:

Download your complimentary copy of The Cold Calling Survival Guide, by Wendy Weiss, The Queen of Cold Calling™(a $27 value). Soon you’ll be wondering how you ever survived without it!


About Wendy Weiss, The Queen of Cold Calling™:

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 3X the number of qualified appointments they can schedule with a corresponding increase in sales revenue and a shortening of the sales cycle.

Clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the world. Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Inc, Forbes and various other business and sales publications. She is the author of, Cold Calling for Women: Opening Doors & Closing Sales and The Sales Winner’s Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance.

Learn more about Wendy here: www.ColdCallingResults.com

Imperfect Show Notes

We are happy to offer these imperfect show notes to make this podcast more accessible to those who are hearing impaired or those who prefer reading over listening. While we would love to offer more polished show notes, we are currently offering an automated transcription (which likely includes errors, but hopefully will still deliver great value), below.

GGGB Intro  00:00

Coming up today on Guts, Grit and Great Business. 

Wendy Weiss  00:04

Well, the big one and and I said this earlier that people say a lot of really dumb things about this topic, and I’m one of the ones I mentioned was that you have to be a born salesperson. And because of that myth, and it really is a myth. A lot of business owners think I’m not a born salesperson, therefore I can’t sell therefore, I’m not going to even try. And that’s not really a thought process that supports you. Doesn’t matter that you’re not a born salesperson. Nobody is so…

GGGB Intro  00:40

The adventure of entrepreneurship and building a life and business you love, preferably at the same time is not for the faint of heart. That’s why Heather Pearce Campbell is bringing you a dose of guts, grit, and great business stories that will inspire and motivate you to create what you want in your business and life. Welcome to the Guts, Grit and Great Business podcast where endurance is required. Now, here’s your host, The Legal Website Warrior®, Heather Pearce Campbell.

Heather Pearce Campbell  01:13

Hello there. Welcome. I am Heather Pearce Campbell, The Legal Website Warrior®. I’m an attorney and legal coach based here in Seattle, Washington. Welcome to another episode of guts grit in great business. Today, I am so excited to bring to you a fabulous guest. She was an introduction through a mutual friend. We’ve got Wendy Weiss here with us. Welcome Wendy.

Wendy Weiss  01:40

Well, thank you for having me, sir. Delighted to be here.

Heather Pearce Campbell  01:44

Awesome. Well, the conversation we’re about to have is a really important one. I care a lot about this topic, and so I’m super excited to have you. For those listening. Wendy 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 3x The number of qualified appointments they can schedule with a corresponding increase in sales revenue, and a shortening of the sales cycle. clients include Avon Products, EDP, Sprint, and 1000s of entrepreneurs throughout the world. Wendy has been featured in The New York Times Business Week, Entrepreneur Magazine, selling power, Inc, Forbes and various other business and sales publications. She is the author of cold calling for women, opening doors and closing sales, and the sales winners handbook, essential scripts and strategies to skyrocket sales performance. Wendy is also a ballerina and I can’t wait to hear about her journey. Wendy welcome. I you know, in case anybody is questioning whether you’re the person to talk to on sales, I think we’ve answered that for them.

Wendy Weiss  03:08

Well, thank you for that.

Heather Pearce Campbell  03:09

Yes. So how did you get into sales

Wendy Weiss  03:14

Completely by accident. I, my first career was as a dancer, I danced in a ballet company. And I actually was born in Pittsburgh, Pennsylvania, and I moved to New York City where I still live in work. I moved here when I was about 17, to dance. And eventually, like every artist in New York City, I needed a day job. And I got really tired of waiting on tables. So then I got a job with a telemarketing agency that did business development. And it turned out I was good at it, which was a complete surprise, because ballet dancers, we don’t talk, we just dance, we don’t talk. And so I did that day job for a while. And then I started my own business where I had clients that I would represent, and I did business development on their behalf. It was actually one of those first clients that dubbed me the queen of cold calling because I found so many opportunities for him. And then from there, I segwayed into the business that I have today, which is working with entrepreneurs, with business owners, people that need to grow sales. And the one thing I really do want to share with everyone that’s listening, because people say so many dumb things about this topic about cold calling, prospecting, selling and really dumb things they say is you need to be a born salesperson. There’s no such thing. I was not a born salesperson. I was a ballet dancer. I didn’t know anything about sales or business. But I was really lucky. Because when I got that day job all these years ago, they taught me this skill. Mm hmm. And learning this skill enabled me to build a business. So I simply want to really emphasize for all of our listeners, that if you are struggling with sales if you’re unsure, you know, it’s not your fault. Because people say a lot of dumb things about this. It’s a communication skill, you can learn it, you can improve on it. And that’s what I have to say.

Heather Pearce Campbell  05:43

Yeah. Well, I love what you said, I’m gonna quote you learning this skill enabled me to build a business. That’s interesting. I went to a business conference one time early in my journey. And I remember, you know, there was a room of several 100 entrepreneurs and somebody from stage asking us what, you know, what type of business we’re in? And, of course, you had a massive variety of answers, right? Somebody who’s in tech support somebody in sales somebody in, you know, for me, I’m in legal right, and everybody is so focused on really, you know, what, they are a technician of, right? And it was like, no wrong answer. You’re all in the business of marketing and sales, you just happen to be doing that in a particular niche. And, you know, what you’re saying about learning sales enabled you to build a business, like sales is the thing primarily, that we all have to do, especially for entrepreneurs that are, you know, as you and I were talking about, our smaller businesses are solopreneurs, or have small teams working with them. We all end up needing to learn marketing, sales, a bit about technology. And from my standpoint, the same entrepreneurs have to learn a bit about legal and but sales. I mean, you have no business without sales. So it’s just it’s one of those conversations. That’s so important. And it also I think, often really scares people. There’s a lot of folks that are not really comfortable even talking about sales.

Wendy Weiss  07:16

Yeah, that’s, that’s very true. And, and what’s unfortunate is that the, the idea of sales where the idea of selling has has been very demonized. And lots of times when people because people say this to me all the time. I don’t want to be a salesperson, or they make finger quotes. I don’t want to be a salesperson, they make finger quotes. And you know what, what they’re saying is, I don’t want to be that person that is sleazy and dishonest and manipulates people into buying things they don’t want or need.

Heather Pearce Campbell  07:54

Right. And I can, yes, we all when you say that, like the finger quotes and like the idea of what a salesperson does. I think all of us have had the experience in one way or another have been on the receiving end of something that felt that way. And it Oh, it’s you know, I mean, and especially for the folks that I serve, that tend to be really service oriented, heart centered entrepreneurs. It’s, you know, bridging that gap. And rethinking sales in a different way can be challenging, especially if you’ve had multiple experiences being on the receiving end of an icky sales process.

Wendy Weiss  08:30

But I think that concept does does a real disservice to most salespeople, because most salespeople are not like that. Right. And the other thing is, you know, when somebody says that to me, Oh, I don’t want to be a salesperson. Meaning I don’t want to be sleazy, dishonest, etc, etc. I asked them, you know, so do you believe in what you’re doing? Right do? Do you believe in the value that you deliver to your clients or to your customers? Are you doing the very best that you can to make sure they get that value? Because here’s the thing, I looked up the word sell in the dictionary. And I didn’t say anything about sleazy manipulative, what it actually said was to persuade someone of the value of whatever it is you’re selling. So the concept of value is inherent in the definition. So if you are selling what that means is your offering value.

Heather Pearce Campbell  09:32

I well, I like that and to me, I had the opportunity early in my business path. When I when I graduated law school, I actually started two businesses, my legal practice and a photography business. I’m a fairly creative by nature, and I just wanted to be able to keep my foot in the world of doing something creative and not you know, being 100% sucked into law on it that the photography business ended up being a real Fun playground for learning sales. And what I concluded after studying I mean, I bought every sales book in the world, and I really was committed to learning sales. And, you know, now the way that I see sales is like sales is serving, you are not serving people unless you are selling them, you know, in what you do, because what you I mean, it’s exactly what you said, Do you believe in what you’re doing? Do you believe that there’s tremendous value there. And I think that, you know, for people to connect those dots, it makes a drastic difference in the way that you think about sales.

Wendy Weiss  10:39

And I would even take it a step further to say that if you believe in the value of what you’re doing, and you are not right, prospecting and selling, you are actually doing a huge disservice to people. Because you could be you could be helping them choose not to,

Heather Pearce Campbell  11:00

Yes, the people that need you are waiting for that solution. And absolutely, we are all doing a disservice when we’re not selling. It was really interesting. It was eye opening. Some years ago, I had a friend who’s also in sales, and she wrote a simple little book about, like 17 sales signals or something that we miss, you know, something like that, about how people are actually communicating with us that they need the thing that we’re doing, or they’re inquiring or they’re posing certain questions or doing things in a certain way that we miss all the time, in the sales process, or in the sales conversation, and we don’t recognize those as buying signals. What’s your experience in the sales world with how most of us get that wrong?

Wendy Weiss  11:51

Well, the biggest thing that I see, and the biggest struggle that I think a lot of entrepreneurs and business owners face when they are trying to sell is, and it’s, it’s very legitimate, it’s because you as a business owner, you’re enmeshed in what you do. Yeah. And you are an expert in what you do. The problem is nobody cares what you do. They care how they’re going to be better off after you finish. That’s right. And so one of the things that we do in our in our training programs, we do a program called 3x appointments, that helps business owners triple the number of qualified sales appointments, they have, and the messaging is so crucial the way you talk about what you well, rather than talking about what you do, you need to talk about the results. That’s right, what you do.

Heather Pearce Campbell  12:58

I heard that described one time as like, you know, trying to sell somebody a seat on the airplane by talking to them about the cup holder in the seat and the you know, the mean, like all the logistics of the how, versus talking to them about the destination that you know, you’re going to get where they need to be going. And I thought that was a you know, a somewhat good analogy about we get so focused on the how we do what we do. And you know, the details of it that we we miss the point. And we should always be talking about how it’s serving the client, how it’s going to transform their lives.

Wendy Weiss  13:35

Yeah, sell the destination, not the plane. 

Heather Pearce Campbell  13:37

That’s right. That’s right. Well, I love that. And I know that there’s probably a million ways that we get the sales conversation wrong, right. And that’s one of them is approaching it from the, the how we do what else do you see, especially for entrepreneurs that are, you know, doing sales themselves? What other kind of mistakes do you see people making?

Wendy Weiss  14:01

Well, the big one, and and I said this earlier that people say a lot of really dumb things about this topic. And I’m one of the ones I mentioned was that you have to be a born salesperson, because of that myth, and it really is a myth. A lot of business owners think, Oh, I’m not a born salesperson, therefore I can’t sell therefore, I’m not going to even try. And that’s not really a thought process that supports you. Right? So doesn’t matter that you’re not a born salesperson. Nobody is.

Heather Pearce Campbell  14:37

Well, that’s right. Anything that we do in business, like how many of us were born, just you know, understanding each aspect of you know what we end up doing in our adult life, mostly, none of us.

Wendy Weiss  14:48

I was about I danced in a ballet company for 10 years. Like I didn’t know anything about business. I love

Heather Pearce Campbell  14:55

that well and talk to us a little bit about your ballerina journey. I have Growing up, who was a ballerina? And I always remember just thinking, oh my gosh, like, how does she do it seems pretty hardcore.

Wendy Weiss  15:08

It’s it’s very hardcore. It’s very hardcore. And, you know, you start training, when you’re very young. My mother always told me a story that when I was like five years old, you know, as soon as I could walk, I would turn on the radio, and dance. And that I had no sense of rhythm. So as she enrolled me in ballet classes, and then she didn’t know what she was getting herself into. But, um, it, you know, it’s it is very rigorous. However, I truly believe that everything I know, in life, I learned in ballet class, and I’ll give you an example. In terms of the what we’re talking about right now. And in terms of selling, I use the performance model, when I talk about selling, and that performance model is warm up, rehearse and perform. So if you’re a dancer, the very first thing that you do before class or a rehearsal or performance is you have to warm up and do all the things that you need to do to get set up so you don’t hurt yourself. Yes. And then, when, if you’re, when you’re training, you take a ballet class, actually, when you’re training, you take three or four classes a day, and you always do. The class has a set order, you do the same thing and every class. But when you do the same thing over and over again, you get muscle memory, you don’t have to think about it, you can just do it. And the same thing, when you have a performance coming up, you don’t just run out on stage and start dancing, you rehearse. So you have the muscle memory, so that when it’s time to perform, you’re not thinking you’re just doing. And then and only then once you’ve done your warm up in your rehearsal, then you do the performance. And the problem when it comes to sales for most business owners is they just jump right to the performance. Ah, and that’s usually a recipe to hurt yourself, cuz you didn’t do your warm up. So you’re you’re not you’re not warmed up. You don’t you know, you’re gonna hurt yourself. You’re not scared. And you didn’t rehearse so you don’t have the muscle memory. So you’re kind of winging it and thinking and you’ve got your fingers crossed. And so it’s it’s a whole lot easier. In many in many areas in life, when you warm up, rehearse, and then you perform.

Heather Pearce Campbell  17:56

Yeah, that’s right. Well, and it’s, you know, I mean, there’s a couple things that you said that I love, but the jumping right to the performance part. It’s interesting, because people get so focused, I have this terribly awkward experience. I mean, it was so bad that like three years later, it stands out to me as one of the I mean, it wasn’t as bad as many, many sales stories out there. But for me as somebody who I really enjoy genuinely connecting with people, right, I really love having real conversations about life getting to know a person, even before we really jump into anything business related. And I’ve met this woman through a local networking group. And she said, Hey, can we schedule a, you know, a telephone chat or a coffee chat? Virtually, I was, you know, I’m a mom. And at that time, I had pretty little kiddos. And so I said, Sure. And so we scheduled a coffee chat. And literally one minute into the phone call. I mean, I didn’t know her. I didn’t know anything about her. She didn’t know me. She hadn’t asked me anything about me. She says, Hey, can you go to your computer and type in this, this web address and I could tell right away what she was doing. She was taking me to a sales presentation associated with the company that she was working for, which was an MLM and I just said, oh, you know, I’m sorry. I really thought this was a GET TO KNOW YOU CALL not a sales presentation. That’s not what I signed up for. I was really direct with her because I just didn’t have time for it. I wanted to connect and anyways, she you know, she kept trying to like, oh, no, you’ll really enjoy it. It’s great for moms, blah, blah, blah. But I felt so pushed aside. You know, to me, I felt so like she didn’t care about me as a person. She wanted to get right to her sales conversation. So I don’t know if that’s the kind of thing you’re talking about when you say you know, jumping right to the performance, but to me that was a massively missed opportunity because At that point, like, I didn’t even want to get to know her any longer.

Wendy Weiss  20:04

Sure, yeah. That I mean, that’s certainly part of it. The, you know what I would say, to someone that’s an MLM or even somebody that’s not in an MLM that the homework, the warm up that you need to do is identifying, you know, what’s the target, who, you know, what are the best kinds of companies who the best kinds of people, for you, and whatever it is you’re doing? And what are the what are the challenges that they have that you could actually help them with? You know, how do they talk about their challenges, sell the destination on the plane, right. And then when you invite someone to coffee for coffee, hopefully you’ve invited somebody that you think fits the profile of a good prospect for you. And you invite them with language that is about the challenge that they have that you think you can help them with, so that they are not surprised when you launch into a sales presentation, because they already know why they’re there.

Heather Pearce Campbell  21:16

Yes, yes. Well, and I think that element of surprise is what most people you know, especially looking backwards on any sales conversations where they felt tricked, or you know, duped or something. That’s a huge part of it. Like my sister, there’s a gal who reached out the other day wanting to connect with moms and just do interviews, like she’s not selling anything. She just wants to connect and find out more about struggles that moms are facing right now. And but the first question my sister asked is, is she going to try to sell me anything? Right? I think people have this big upfront wall of like, oh, I don’t want to be pulled into one of those icky, like conversations that goes sideways, where I think I’m getting one thing, and instead, I’m secretly being sold.

Wendy Weiss  21:59

And it’s all in how you how you talk about it, you know, when you it is important to be clear. If you’re inviting someone for coffee, just to get to know them. That’s one conversation, if you’re inviting them for coffee, so that you can talk to them about something else, you need to be clear about that. And if you’re interviewing something, someone and you invite them to be interviewed, you can say this isn’t a sales call, I’d simply like to interview you, and then you’re being clear.

Heather Pearce Campbell  22:36

Yeah, exactly. Well, I love that. I mean, I think clarity helps all of us.

Wendy Weiss  22:43

Yeah, cuz you know, the other thing. Let me let me throw in one more thing. The, it’s not that people don’t want to have sales conversations with you. If they have a problem that you can fix, they want to talk to you. That’s right. But what what they don’t want to do is just kind of be surprised or pulled into something that they have no interest in. So that’s why you do your warm up, you figure out what’s the target? Who are the best people for me to be introducing myself to? And how can I do it in a clear and non pressuring kind of way?

Heather Pearce Campbell  23:24

Yes, absolutely. Well, I know you have worked with large companies, you’ve worked with entrepreneurs, like it sounds like you’ve worked with the whole range on, you know, how to learn sales, how to do it the right way. Share with us a little bit about the the transformations that you’ve seen with the clients that you’ve served.

Wendy Weiss  23:47

Absolutely. Our core program, I mentioned it earlier, it’s called 3x appointments. And the reason we call it three xx is that people typically if they are already doing some kind of business development, and they’re already getting some appointments, their numbers triple, they’re getting three times as many qualified sales appointments. And then they’re having sales conversations with people that actually want to talk to them about what they’re selling. And so they end up selling more. And what’s what’s wonderful to see because lots of times we work with a lot of business owners that are uncomfortable selling, you know, and I get it, but the transformation that happens we teach a very step by step process. So you always know exactly what you’re doing, why you’re doing it when you’re doing it, how you’re doing it. And and also what to say which is crucial. We work with everybody on the what to say part and the transformation that occurs it’s it’s always so So wonderful. At the end of the program, I usually ask each person in the program, what’s changed for you, cuz we do it over. It’s a three month program. And I asked, What’s what’s changed for you? And over these past three months, and they all say things like, Oh, wow. Now I just talked to my prospect. And I asked him for an appointment and I say yes. And they just kind of say it like that they get very, very blase. Because when you when you have a very step by step system, and there’s no you don’t have any questions, you know what you’re doing and it becomes so much easier to execute. And the other thing is, and this is a mindset piece, because part of what we teach is prospecting, how to get that appointment. And another one of the thing, the really stupid things that people say about prospecting, I have a colleague that teaches prospecting, he says prospecting sucks, get over it. Um, I don’t actually think that’s particularly helpful. And, you know, people, people that talk about this, it’s always like, love it or hate it, like there’s, you know, handful of people that love it, and everybody else hates it. Well, that, to me is is ridiculous. And the opposite of hating to prospect or hating to pick up the phone and talk to your to your prospects is not that you now love it. The opposite is that you are neutral, that you can just do whatever it is you need to do without having a nervous breakdown. So part of our goal with the program is to help people take the emotion out of it. We had somebody in our program last year, who told me after the program ended, she said, we helped her talk to her teenage son. Because we helped her learn to take the emotion or emotional reaction out of the conversation she was having with prospects. And she was able to take that and transfer it to talking to her teenage son.

Heather Pearce Campbell  27:17

I love that. I love that. How powerful is that? Yeah, well, it’s true. I remember talking with somebody, another friend recently who said, you know, basically everything we do in life is sales. Communication is sales, right? And so, and a lot of ways, I mean, not always, but often. And my husband who says, you know, I’ve asked him before, like, do you think you can ever be in business for yourself? And he was like, There’s parts I would love, but I would not do sales. And I remember that stood out to me. And I was like, Well, you know, it’s just talking about something that you really love, which you can do all day and other areas of life. But how powerful I mean, I love the thing that stands out about your training about moving people from A to Z is the step by step process. I mean, I just like even just hearing that in relation to sales, I imagine that that just brings so much relief to people, that there’s something that they can do each time they go into a sales conversation that, you know, takes the discomfort out of it takes the guesswork out of it.

Wendy Weiss  28:22

Exactly. And prospecting is actually very predictable. So once you have a system that works, it works.

Heather Pearce Campbell  28:32

Well. I love that and I love even the part about like how somebody says something really blase. Like, yeah, you know, they said yes, and got on the phone or whatever. It’s amazing to go from, you know, probably feeling somewhat stressed out about that to then just having it be like their new fact of life.

Wendy Weiss  28:51

Yeah. And as a result, we have business owners, you know, a year later, they tell me the revenue has doubled or their revenue has tripled. Because they’re, they’ve taken the emotion out of it. They know exactly how to proceed to enable those conversations with the people that they want to talk to. They have those conversations, they get the appointments, they’re able to have the conversations this you know more in depth selling conversations and they get clients

Heather Pearce Campbell  29:28

I love it. Well talk to us I know you’ve got a couple gifts that we’re going to share with our audience and depending on where you know, for listeners who are listening depending on where you are in your path, one might be a fit or the other might be a fit, but I I love learning about sales. I always love learning how to do it better. So share with us Wendy a little bit about those gifts.

Wendy Weiss  29:53

Sure. Thank you for asking. The first is if you are a business Soner and you are personally responsible for sales. On the cold calling Survival Guide. The subtitle is start setting appointments in the next 24 hours. And it’s going to teach you, you’re going to get my my step by step system to start setting up more appointments in the next 24 hours. And then, for those of you if you’re a business owner, and you do have a sales team, even if it’s only one person, because I’ll say one of the biggest mistakes that I see business owners make, sometimes they’ll say to me, Oh, well, I’m going to hire a salesperson, which is a good thing to do. But lots of times, they don’t have anything in place, they don’t have a system in place for the salesperson. And so then the salesperson doesn’t sell, yeah, and then they just become an expense. So I have the practical guide for getting sales teams, to prospect. And in this, in this guide, you’re going to get all of the elements that you need to have in place before you go and hire someone. Or if you do already have someone on your team, what you need to do to make them successful.

Heather Pearce Campbell  31:19

Well, I love that I think the power of and what you talk about hiring somebody without a system, the ways that that can go wrong. And whether it’s in sales or something, you know, some other area of business. I mean, I’ve seen the same thing happen in Tech where somebody hire somebody thinking they’re just going to take care of everything, when they really are responsible for mapping what that person should be doing what the system is. So I love that I think everybody needs that gift.

Wendy Weiss  31:47

And if you if you think about it, every other kind of business has the system. I mean, if if somebody went to an attorney that said, Well, you know, we usually handle this legal issue this way. But I don’t feel like doing that today. So I’m going to do it this other way that I just made up this morning, you would probably tell them to run to another attorney. 

Heather Pearce Campbell  32:11

Yeah, that’s right. Absolutely. And now is there do you want to talk about if that was the Cold Calling Survival Guide, Right? 

Wendy Weiss  32:20

Correct. 

Heather Pearce Campbell  32:21

Well, I know that most people on this listening to this podcast are definitely going to need the cold calling Survival Guide. And then those with teams, or even, you know, a single support staff member right, the other one practical guide to getting sales teams to prospect is going to be a brilliant fit. So Wendy, any final thoughts? What do you want people to leave this episode with?

Wendy Weiss  32:46

Well, I’d like to leave everyone with the thought because I know that for many business owners, the idea of selling can be can be very uncomfortable. Or for those of you that maybe you’re not uncomfortable with it, but you’re not just not where you want to be. The really good news here is, as I said earlier, it is a communication skill. And you can learn it, if I could learn it, you can learn it. And I was a ballet dancer. My joke is, as a business owner, I count up to eight and I start over again. You know, I knew nothing at all about business. I knew nothing about sales. I just happened to be really, really lucky. I got that day job. And they taught me how to do this. So, you know, Henry Ford said, either you think you can or you think you can’t. And either way, you’re right.

Heather Pearce Campbell  33:50

That’s right. Well, I I love what you’ve shared with us, I mean about the power of learning sales, right. And again, your quote of learning this skill enabled you to build a business and how simply you break it down for people in the transformation that you create. Cold calling is not dead. I mean, I can personally attest to. And it’s not direct cold calling. I mean I what I try to do is engage people first like so for example, I’ve got this LinkedIn system where I connect with somebody, but my number one goal is to get them on the phone. I want to create a real relationship with them. And so a lot of people even are uncomfortable with that. But I make that invitation in my very first message like hey, I’m a connector, I’d love to learn how to be a great, you know, connection or referral source for you. Do you want to have a quick phone call? Some people might consider that a cold call. I don’t know them. You know, we’ve had one simple interaction but the number of times that those people turn into some of my most powerful conversations, whether it’s just a new colleague or a new referral source or a new client, I mean, it’s it’s been a real really, actually fun thing for me to do in my business. And so I love what you do, Wendy, I love that you teach it. I love that you help people transform their businesses through sales. It’s really important. Thank you. I’m so grateful to you for joining us today. So folks that are listening, be sure to check out when these gifts you can find them, along with the show notes along with some more contact information for Wendy, on my show website, which is legal website warrior comm forward slash podcast. Wendy, how do you like to connect with people for people that do want to follow up? And they’ll find the links on the on the show notes page, but how do you like to connect?

Wendy Weiss  35:44

Well, our website is coldcallingresults.com. So you can always contact me through our website. But also I am a phone person. So I invite you to give us a call. And that number is 866-220-4242. Or you can shoot me an invitation to connect on LinkedIn. I’m always happy to do that.

Heather Pearce Campbell  36:09

Awesome. Well, that’s fabulous. I was hoping that you were gonna say by phone, just based on your background. So that makes me happy. I’m a phone connector as well. But if you’re listening and you want to reach out to Wendy get a hold of her You can also visit the show notes. But Wendy, I hope we have the chance to talk to talk to you again. Really great to connect with you.

Wendy Weiss  36:31

Thank you, Heather. Thank you for inviting me, of course, the button.

GGGB Outro  36:39

Thank you for joining us today on the Guts, Grit and Great Business podcast. We hope that we’ve added a little fuel to your tank, some coffee to your cup and pep in your step to keep you moving forward in your own great adventures. For key takeaways links to any resources mentioned in today’s show and more. See the show notes which can be found at legalwebsitewarrior.com/podcast. Be sure to subscribe to the podcast and if you enjoyed today’s conversation, please give us some stars and a review on Apple podcast, Spotify or wherever you get your podcast so others will find us to keep up the great work you’re doing in the world and we’ll see you next week.