The Cold Call Coach is hiring! With clients in 25 states and two countries, we are assembling a nationwide sales force to help us with new business development. We are looking for sales rock stars who desire an unlimited earning potential and the opportunity to grow within an organization. Think you got what it takes to sell for us? E-mail us at coldcallcoachllc@gmail.com and let’s get to work! … [Read more...]
Three Events Announced for January and February
Make plans to join us for our three upcoming cold call training workshops in January and February to grow your business in 2017! Click the link above for more details. … [Read more...]
Extend Your Cold Call Life Expectancy
For many of you reading this, you are dead on arrival the minute you open your mouth on a cold call. It is not because you are a bad person, do not have something of value to offer, or aren’t a contributing member to your community, but because you are saying the wrong things from the get-go. I believe it is true that you only have a finite amount of time to make a compelling case for yourself and, if you botch the opportunity, you will never get that chance again. Although I resolutely believe that there are several ways to penetrate the bureaucracy and get inside the organization you want, you only have one opportunity with each person, so we need to make the initial effort count. It is astonishing how quickly the prospect on the other end makes up his mind regarding our … [Read more...]
Your Cold Call as a Movie Trailer
One of my favorite things to do is to watch a good movie. There is something about escaping realty for a brief period that is enthralling and intoxicating to me. One day, I can see what it is like to be a British super agent who is tasked with preventing global destruction, while the next I can experience what it must be like to face carnivorous dinosaurs hell-bent on doing everything they can to eat me. Now, I have a four-year old and a two-year old, so I don’t get to spend as much time in the local cinema as I otherwise would like, but certain aspects of the movie going process have not changed. For instance, if the movie lists a show time of 8:35 p.m., does the main attraction start at exactly that time? It doesn’t? Why not? It would seem to me to be a bad business model as … [Read more...]
Cold Call Coach Presents to The Oshkosh Chamber of Commerce
On Thursday, October 27, Paul M. Neuberger, Founder of The Cold Call Coach, presented to nearly 40 members of the Oshkosh Chamber of Commerce his tips for optimizing cold call success. His workshop focused on key cold call philosophies in an effort to approach this technique differently, as well as five key psychological best practices while on the phone to optimize success. For options pertaining to a customized cold call training session and/or program for your sales team, association, or group, please contact us today at 414-313-8338 or coldcallcoachllc@gmail.com … [Read more...]
Stop Tipping Off the Defense While Cold Calling
Imagine for a moment that you are the head coach of your favorite NFL team. You get up early, get to the office before dawn, and work with your coaching staff to devise original and innovative plays for both the offensive and defensive ends of the football. You use your gift of instruction and inspiration to train your team on what you need them to do and get them energized about your system. By the time the regular season rolls around, you have an incredibly well-developed playbook unlike anything the league has ever seen. Additionally, your players have practiced what you need them to do to perfection and everyone is on board with what you are doing. In the first series of the first game, you notice that your quarterback, before handing the ball to the running back in one of … [Read more...]
Reduce Call Reluctance: How to Readjust Your Perspective Towards Cold Calling
If you missed the original webinar, we have it available for purchase! Please click here to learn more about purchasing this Online Education Session. If you are like most sales professionals, you know you should be cold calling, but you simply cannot bring yourself to do it as much as you would like. The elevated heart rate, knot in your stomach, racing mind and overall uncertainty about how to go about it are too much to bear at times. You know that, deep down, you could be decent at this if you could just pick up that phone and make more calls! We know that the telephone, at times, can feel like it weighs 50,000 pounds. Call reluctance and phone phobia can be a major limitation in the growth of your business and the ability to achieve both the personal and professional goals you … [Read more...]
Sell Yourself While Cold Calling, Not Your Company!
Let’s quickly conduct an unscientific, random, non-strategic survey. By a show of hands, how many of you agree with the following sentence: people buy people, not companies. Well? How did you do? I know full well that this is not a black and white proposition and that a certain amount of gray area exists between the two choices, but if push came to shove, and you could only sit squarely on one side of the fence, which side would you be resting upon? I ask this question in nearly every single training session that I conduct and the feedback that I receive is nearly universal. Roughly 85% of the participants whom I pose this question to will answer resoundly that people buy people, not companies. If you agree with that statement, let me ask you one direct question: does your … [Read more...]
Cold Calling is Not a Numbers Game
If I were to ask you what type of movie is your favorite genre, how would you respond? If you are like my wife, you love horror movies and the emotional response they elicit from you. Personally, I am a horror movie wimp and would rather have my teeth pulled out than watch a truly scary movie. Ever since I was in high school, I have been enamored with military movies. I love the action, drama, humanity, and history that is prevalent in those types of movies. Specifically, I enjoy military movies that feature snipers as I am fascinated with that type of military personnel. Recently, I was watching “American Sniper” for the 26th time on HBO. It got me to better understand and articulate why I am so fascinated with people in the military that serve in that capacity. The … [Read more...]
Simplifying Cold Calling: Just Get Inside the House!
For those of you who know me, I love using analogies and visual imagery in my training. I find that most people are like me in the sense that they are visual learners who process difficult concepts more readily if they have a visual image to work off of. It is with that in mind that I share with you two sayings that I am quite fond of that I believe are very appropriate when it comes to successful cold calling. The first is this: “You’re not going to check a patient’s cholesterol level when you are giving him a blood transfusion.” What that means to me is, before we can take a deep dive into nuance and specificity, let’s just ensure that the opportunity to do so stays alive. If the patient dies, he will have no cholesterol level to check. If we cannot stabilize the patient in … [Read more...]
