New Book Aimed at Making More Sales During Downturn

Jan. 19, 2010 - PRLog -- Are there secrets to selling more in today’s economy?

Yes, says Wendy Weiss, author of a new book on business development, The Sales Winner’s Handbook.  “Nothing beats having the skills to engage a prospect in a real conversation," she adds.

“The issue is that most salespeople are not prepared to sell in today’s economy," says Weiss. ” When calling potential customers, salespeople only have about 10 seconds to grab and hold their prospect’s attention. Knowing what to say, and how to say it, is critical to keeping the call alive and the buyer interested.”

“This is definitely not the time to be winging it,” says Weiss. “This is the time to be prepared with the most compelling sales script you can find or create, and to deliver it with ease and confidence.”

Weiss believes salespeople, if properly prepared, can perform successfully during the economic downturn.  She teaches methods centered on preparation, practice and focus.

“No matter where you get a lead, whether from networking or a referral or even if someone contacts you directly, at some point you will need to get them to buy,” says Weiss, “and if you are prepared to clearly articulate the value of your product or service, your chances of getting the sale are greatly improved."

Weiss wrote The Sales Winner’s Handbook to give sale professionals the scripts and strategies she has used successfully over the past 20 years. She’s trained thousands of sales professionals at large companies like Avon, ADP and Sprint, as well as small businesses including start-ups.  

Complete details on The Sales Winner’s Handbook are available online at
http://www.salesdog.com/the_sales_winners_handbook.htm

Note to Editors:  For a review copy of the book, contact Marlene Vogele at Marlene@WendyWeiss.com

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Known as The Queen of Cold Calling, Wendy Weiss is an author, speaker and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development. She helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country. Ms. Weiss has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Sales & Marketing Management and various other business and sales publications. She is the author of “Cold Calling for Women” and the recently released, e-book, “101 Cold Calling Tips for Building New Customers in a Down Economy.”