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Does Timing Matter in Sales? Oh Yeah!

By Cold Call Coach

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 the night you met. A friend invited you to a game, and you saw your favorite player have a career performance. You checked into last-minute tickets for a big concert, and landed in the third row because a cluster of great seats was just released.

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!

It’s also extremely rare for most sales reps.

No, most sales don’t happen right away. They occur after a prolonged period of creating a relationship and building trust.

It’s really “conditioning” your prospects – a process that bears a certain similarity to dog training (as I wrote about two weeks ago) and, to be successful, a ruthless devotion to following a plan to conclusion (similar to Frank Underwood, as I described last week).

A plan to condition your prospects involves timing – have no doubt. You must implement specific steps at carefully-identified times. Deviation is not an option.

Nor is discipline.

What are these steps? I outlined the first two last week. Both involve delivering value to the prospect – a premise that continues moving forward.

Those initial steps should follow immediately after you meet a prospect. A week later, and a couple more afterward, put #s 3 and 4 into action:

3) Mobilize your Centers of Influence: We all have networks. If you’re in sales, it’s your lifeline. So, think hard: Who in yours could be a valuable resource, or strategic partner, to the prospect?

Identify three people whom they would enjoy meeting, and derive benefit from knowing. Maybe it’s well-connected professional services providers. Perhaps it’s someone who works in a parallel industry. Just be sure they’re people who know the difference between “networking” and “selling” – but, of course, these are the only people you associate with, right?

Do the legwork. Reach out to your CIO contacts and ask if they’d like to meet the prospect. Once agreed, tell the prospect you have some great people for them to meet. Be sure to explain the value for them.

Do you need to be present? Maybe. Some people aren’t natural networkers. They might not be comfortable meeting complete strangers.

Play it by ear. If need be, ask. Sure, it takes time. But it’s also another touch point with the prospect.

4) Send a referral: Want to make a friend for life … and increase your chances of a sale? Send a high-quality referral to the prospect.

Simply put, nothing works better to cement a relationship.

A “high-quality” referral means someone who could be a legitimate prospect for the prospect – perhaps not today, but at least in a year. Do this right, and you’ll engender immediate, deep gratitude.

You’re going to have to use your CIOs again here, or perhaps dig deep into LinkedIn. You might need to contact second-degree connections, using an intro from your first-degree links.

If you don’t know the type of referrals your prospect is seeking, ask them. Or, if you’re embarrassed you don’t know – and don’t want to admit this – look at their company web site, or LinkedIn profiles of people in the same field.

Nothing proves the value of a relationship like a high-quality referral. Where there’s one, there might be more. Do this, and you’ll be more than a blip on the prospect’s radar.

My next post will examine two more steps in the conditioning process. Timing here, though, does matter … because Tuesday is Christmas! Look for the next segment in two weeks. Happy holidays!

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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