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“By failing to prepare, you are preparing to fail.” – Benjamin Franklin No doubt, Ben Franklin was one of the smartest guys who ever lived. You could fill books with his words of wisdom. He was a man of keen intellect, driven by unbridled curiosity and a driving need to shape the future. Need ultimate proof? Look no further than this quote. He was explaining cold calling more than a century before the telephone was even invented! How much more visionary, or proactive, can you get? If Ben Franklin was around today, I’d invite him to speak at my cold calling seminar or Cold Call University. His advice applies to many facets of life, of course. Preparation does beget success, no matter what you’re doing. Warm Up for Cold Calling If you’re a sales rep using cold calling, … [Read more...]

RECIPROCITY: “The quality or state of being reciprocal, meaning to give back, usually in kind or quantity.” Most people want to do the right thing. Or, at least they try. Wouldn’t you agree? Even in the rough-and-tumble, sometimes take-no-prisoners world of sales, most folks you encounter are decent human beings. Do someone a favor, and they’ll try to return it. Maybe not right away … but eventually. People understand reciprocity. They appreciate someone going the extra mile for them. They feel valued, which fulfills a basic human need. Reciprocity is (for most) the natural response. Return the favor, right? Note the “for most” qualifier. Despite the best intentions of personal generosity and societal norms, a small minority of people still won’t “get it.” They’re not … [Read more...]

The way you hear some people talk about how difficult the sales profession is, you'd think they were trying to cure cancer or something. If you want to turbocharge your career, you need to tune into WIFM: What's In it For Me? Since people are driven by self-interest and self-preservation, the sooner you can stop selling and start giving, the sooner you will be at the pinnacle of your career. Have you ever tuned into the world’s oldest radio station? If not, you should. It’s critical to your sales success. Really, it’s key to success in dealing with people everywhere, no matter who they are. You’ll find this magic network at WIFM. Look it up. Tune in. Prepare to be catapulted to prosperity beyond your wildest dreams. Although it’s not a radio station, per se, WIFM is an … [Read more...]

Victimhood sucks. Unfortunately, in the often hardscrabble world of sales, it’s all too easy to fall into it. We all know the verbiage: "He (or she) didn’t call back." "They put me off another two months." "I’m too busy to contact them again." The last one, especially, evidences a victim mentality. Busyness is an excuse – nothing more. It essentially tells a prospect, "I haven’t made you a priority." Well, who wants to buy from someone who doesn’t make them a priority? Look, as I’ve written before, sales isn’t easy. It takes persistence. Patience. Bounce-back ability. A thick skin, too. As we began addressing last month, being good at sales also means being good at something else: planning. Unless you’re selling toothpaste at Walgreens, most prospects won’t buy just … [Read more...]

Timing, you often hear, is everything in life. And, to a certain extent, it’s true. You just happened to be at the same party as your future spouse on the night you met. A friend invited you to a game, and you saw your favorite player have a career performance. Timing can be critical to your livelihood, too ... especially if you’re in sales. Contacting a prospect, at the exact moment they happen to need your product or service, is the ultimate sales catnip. You actually found the needle in the haystack! “And time waits for no man, and it won't wait for me Yes, time waits for no one, and it won't wait for me” -The Rolling Stones Timing, you often hear, is everything in life. And, to a certain extent, it’s true. You just happened to be at the same party as your future spouse on … [Read more...]

Take some valuable sales and strategy lessons from the popular Netflix program House of Cards you look to grow your bottom line. The lead character, Frank Underwood, provides us with some unique insight on what we should be thinking about and doing as we try to take our sales career to the next level. Frank Underwood had it right … to a certain extent. As lead character in the recently-completed Netflix series “House of Cards,” the ruthless politician devised a plan, carried it through, and wound up on top. The top, in this case, was the presidency. It wasn’t Frank’s original goal. He was a South Carolina congressman who (in his mind) was dealt the ultimate betrayal, by the sitting President, in the very first episode of the six-season show. Frank was mad, to say the least. … [Read more...]

“We could learn a lot from dogs.” When someone says this, they usually follow with a litany of all the qualities we appreciate about dogs: enthusiasm, unconditional love, unbridled curiosity, and the like. If you work in sales, some of these could be of benefit. Others, maybe less so. Oh, but there is a bit of “dog history” that is absolutely invaluable to salespeople. Learn it … apply it … and you’ll have reason to bark about your success. Yes, this is serious. Ever heard of “Pavlov’s dogs?” The term references a famous psychological study that largely defined the concept of “conditioning.” And, it applies to sales. Stay with us here. Ivan Pavlov was a noted Russian physiologist (not psychologist, mind you). He won a Nobel Prize in 1904 for his studies of dogs’ digestive … [Read more...]

Recently, Udemy bestowed upon Cold Call University two of its most prestigious honors: Highest Rated & Best Seller. With millions of courses available online via this platform, this puts our program in a league of its own. Recently, Udemy bestowed upon Cold Call University two of its most prestigious honors: Highest Rated & Best Seller. Officially launched in early 2018, our online educational platform now has over 1,000 students enrolled from 93 countries across the globe. That's 47.3% of the countries on Earth! Want to see for yourself why Cold Call University is rated so highly by so many individuals? Want to gain the competitive advantage on the phone that you crave? Want to take your business to heights never before imagined? Then enroll in Cold Call University today and … [Read more...]

The Cold Call Coach is proud to announce the launch of our new YouTube Channel! Check it out and subscribe today for regular updates on cold call tips and effective sales strategy. The Cold Call Coach is proud to announce the launch of our new YouTube Channel! To meet the demands for our services, we are constantly looking for effective and efficient ways to share our game-changing propriety sales methodologies with professionals in all fields. Check out our channel and subscribe today to receive notifications each time we add new content. Get the competitive advantage you crave by visiting us today at: https://www.youtube.com/channel/UCBNodYNfXN0B67A66rQP9dw … [Read more...]

One of the ultimate secrets to sales success is something that everyone is aware of, but very few people know how to execute on: differentiation. With so much competition in your space, how do you sound and act different? What is it that your company offers that no one else does? How do you communicate that message in a clear, concise, articulate manner within a few seconds to stand out from the crowd? … [Read more...]