Does Timing Matter in Sales? Oh Yeah!

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...]

Cold Call Coach Founder & CEO, Paul M. Neuberger, was profiled in the Sunday Milwaukee Journal Sentinel this past weekend. Read his Top 7 Tips to cold call excellence here and learn why his clients are so successful as a result of his proprietary, game-changing training system. Paul Neuberger admits it: He’s a freak. Most salespeople I know at best tolerate the task of making a cold call to someone they haven’t met, and many downright despise or fear it. “I love it,” Neuberger said. So much so, that he started his own consulting company, The Cold Call Coach LLC, in 2015 to help other salespeople maximize their effectiveness. In 2016, Neuberger made a presentation to Tim and Mary Starr, the top executives of The Starr Group, one of the Milwaukee area’s largest independent … [Read more...]

Every now and then, a certain question pops up. “Paul, I know your training on cold calling covers a lot of ground. Break it down for me, will ya? What are your top tips?” Wow. This is like asking a football team to pick its “best” plays from a 5-inch-thick playbook. So much depends on circumstances, and timing … and, frankly, how well you know the playbook. Cold calling is both art and science. Preparation is huge. Practice helps. And, once you overcome initial reluctance and fear, it gets a LOT easier. Some overriding principles apply every time you pick up the phone. Work to pique curiosity. Don’t go overboard with detail. Abandon the idea of “creating rapport” (this person doesn’t know you from Adam). Aim for an appointment, not a sale. Granted, these are all pretty … [Read more...]

“If Relationship George walks through this door, he will kill Independent George. A George divided against itself cannot stand.” -       George Costanza (played by Jason Alexander) in “Seinfeld” George Costanza is one of the greatest characters in TV history. An unmistakable gift for hyperbole - of blowing minor events into major crises - was among his funniest, most well-crafted traits. In this classic “Seinfeld” scene, George describes two sides of his personality: Independent George (who his friends know) and Relationship George (who his girlfriend knows). He fears the epic impact of “worlds colliding” should his girlfriend spend time with his friends. Life, as he knows it, will surely end. Of course, any regular “Seinfeld” viewer knows there’s another side to George’s … [Read more...]

"Sales is a bit like dating. Don’t agree? Think about it.There’s attraction (to a product or service, vs. a person). Persuasion (convincing a prospect to buy, vs. enticing someone to go out). Negotiation (price or conditions of sale, vs. where to go for dinner). Finally, closing (signing on the dotted line, vs. "I’ll pick you up at 6.")" Sales is a bit like dating. Don’t agree? Think about it. There’s attraction (to a product or service, vs. a person). Persuasion (convincing a prospect to buy, vs. enticing someone to go out). Negotiation (price or conditions of sale, vs. where to go for dinner). Finally, closing (signing on the dotted line, vs. “I’ll pick you up at 6.”) Continuing the sales/dating analogy, cold calling is the initial approach to the other person. It’s the … [Read more...]