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Cold Call Preparation = Cold Call Success

Cold Call Preparation = Cold Call Success

By Cold Call Coach

“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, preparation isn’t just important – it’s a necessity.

Look, sales is a hard-enough profession as is. Throw in the notion of calling people you’ve never met – a fate worse than diving into a snake pit for some people – and it can be reallydaunting.

The answer, very simply, is preparation. Embrace the Three Pillars of Cold Call Success.

Learn them. Live them. Love them. Before too long, they’ll return the favor.

The Three Pillars will build you a foundation for successful cold calling. As importantly, they ensure you don’t waste time throwing darts – while blindfolded – at a target that somehow never stops moving.

All Together Now: Prepare!

Are you ready to quit playing a frustrating numbers game that never adds up? Put these principles to work.

1)    Strategy: When you make a cold call, the person on the other end should (metaphorically) be named Ideal Client. They already need what you’re selling. All that’s missing is the introduction.

You need to find who this person or company is. Create a list of VERY specific criteria. Research, and use your strategic partnerships, to locate prospects. Then, drill down. Identify those who meet ALL the criteria. Hello, Mr./Ms. Ideal Client!

2)     Structure: Every cold-caller has a script. Therein often lies the problem.

You’re not trying to land a sale – merely an appointment. Just get in the door. Your script should be succinct. Pique interest, buy time, and don’t overreach.

Yes, you’re going to encounter voicemail, and gatekeepers. Neither has to be an obstacle. A good script is structured for these likelihoods. You can be ready.

3)    Psychology: Cold calling isn’t so much about what you say, as what you don’t say. No trickery or deceit are needed (nor should they be). It’s about what you say, and how you say it.

Think like the prospect. Consider that they’re probably busy, and might be distracted by any number of personal challenges. They’re unlikely to buy from someone they’ve never dealt with. But from you? A different story altogether, handled properly.

These Three Pillars are fundamental to sales. If you’re a salesperson who employs cold calling, you should grasp, study and implement them.

Each Pillar is equally important. My upcoming posts will address them individually. Together, they form a foundation for your sales success.

Want a serious, in-depth crash course? If you’re in the Milwaukee area, consider attending my upcoming Three Pillars of Cold Call Success seminar. Heck, even if you have to travel a distance, I guarantee it will be worth the trip.

Too bad Ben Franklin can’t join us. We’ll take his guidance to heart, though. Let’s prepare to succeed – a concept that, somehow, we suspect he’d approve of.

Paul M. Neuberger is President of The Starr Group, as well as the Founder/CEO ofThe Cold Call Coach. Struggling with cold calling in your sales outreach? ConsiderCold Calling for Success or Cold Call University. Contact Paul at 414-313-8338 or via e-mail at pneuberger@starrgroup.com or coldcallcoachllc@gmail.com.

Filed Under: Anouncement, News

Testimonials

“Incredible! Fantastic!! Cutting Edge Material!!!”  

Peter H.W. Melms, Preplanning Specialist,
Washburn-McReavy Funeral Chapels
Here is his LinkedIn URL: https://www.linkedin.com/in/peter-melms-692aa91b
Peter H.W. Melms
Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and professional career. You will regret not signing up!
Joe Pillizzi
Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”
Lisa Pecora
Paul is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to any sales person out there, it will be worth your time!
Mark Petersen
“Normally I’m skeptical when it comes to online “self-improvement” advertisements. However, after doing some research I felt Paul presented himself in a manner that I trust. His work is praised by many and I’m attracted to genuine people. The cost of his psychology of cold calling course is well worth the investment…it’s a no-brainer!”  

Adam Berndt, Sales Manager, Fine Tune
Here is Adam’s LinkedIn URL: https://www.linkedin.com/in/adam-berndt-open-networker-7b67b547… Read more
Adam Berndt
Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.
Timothy Stewart
Paul has such a unique yet simple approach that will forever change the way you prospect. I would absolutely recommend attending one of his seminars!
Daniel Mayer
No matter the industry Paul M. Neuberger seminars will give you confidence that cold calling is not a thing of the past and that there is SUCCESS and GROWTH in cold calling once you have the tools to do it efficient and effective. I am a believer now that cold calling is not a thing of the past.
Judy Huebner
If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call. 
Kevin DavenportSenior Vice President of Powerteam
Paul gives great tips and techniques to conduct a successful cold call. He also re­adjusts your perception on cold calling through personal stories and examples helping you get excited to get going with what you learn. Highly recommend.
Lucas Robak

TESTIMONIALS

Steven J. Wheeler

Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting...
Cold Call Coach
2019-05-01T13:58:19-05:00
Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting in San Diego. I really enjoyed your presentation, and most of all the delivery. Just wanted to tell you how much I enjoyed your talk."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

Tami Bergman

Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold...
Cold Call Coach
2018-10-04T15:16:09-05:00
Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold Call approach! I really feel like this is going to change the way that I view cold calling forever. Your approach has been very effective for me, and I will continue to use it. Thanks again for all your assistance!"
https://coldcallcoach.net/testimonials/tami-bergman/

Joe Bellante

Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room....
Cold Call Coach
2018-11-06T17:20:31-05:00
Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room. I could tell from their facial expressions that you were challenging them to think. Nice job!"
https://coldcallcoach.net/testimonials/joe-bellante/

Joel Johnson

Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know...
Cold Call Coach
2018-11-29T16:47:05-05:00
Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know that I have found your cold call methods quite productive. Thanks for everything!"
https://coldcallcoach.net/testimonials/joel-johnson/

Meggan Mulkey

Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo...
Cold Call Coach
2018-11-29T16:48:07-05:00
Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo at Potawatomi. It was fabulous!! Really, it was the highlight of my day."
https://coldcallcoach.net/testimonials/meggan-mulkey/
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