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Hey Inc., Why the Cold Shoulder for Cold Calling?

By Scale Squad

“The general lack of confidence in the news media as an institution aligns with findings last fall that showed trust in the mass media at an all-time low.” –       Quote from June 28, 2017, article on Gallup.com by Art Swift

Recent public polling indicates that, on average, barely one in four Americans expresses high confidence in the media.

They just don’t believe what they read or hear. Reasons “why” vary. The big takeaway is that skepticism abounds regarding content from “traditional” news outlets.

You might count Inc.com among those media sources viewed with an increasingly questioning glint. It’s certainly been around a long time.

Count me among the new skeptics. As detailed in my last post, a recent column on Inc.com about cold calling was so pompous, dismissive and wrong that I’m wondering if the editors were napping when the author submitted his text.

Give Up Hope, all Ye Who Enter …

The article, titled “Cold Calling Is a Waste of Time,” tried to make the case that, yes, cold calling is an exercise in futility, and those who enter its realm shall abandon all hope immediately.

That’s right, don’t even pick up the phone. Societal changes have left you behind. Cold calling is dead. Oh, and you’re doomed, too.

Geez, where to start?

Geoffrey James, the column’s writer, recites several alleged obstacles to cold calling success. Some have been around forever. Others are newer.

All are blather.

Gated Community? Seriously?

Let’s begin with the gatekeeper, in keeping with history. We all know who he/she is. Salespeople have schemed for decades about how to get behind, under or over this person.

Well, instead of trying to get past them, why not engage him/her and create an advocate? It’s not that hard. Use a greeting that’s disarming and assumes familiarity. Treat them like a human being, not a wall.

You see, the opening seconds of a call are sacred. Your success relies on what you say, and how you say it. If you sound like a salesperson, you’re dead. So don’t!

Yes, Mail it In

Even if you get past the gatekeeper, Mr. James notes, there’s voicemail to contend with. Oh no! Not that! Anything but voicemail!

Yeah, right. If you know how to leave an effective voicemail, you’ll be amazed how many messages are returned.

The key? Once again, avoid sounding like a salesperson. Play defense. Don’t tip your hand. Make your message one that piques interest, arouses curiosity and spurs action.

Are you seeing a pattern here? The Inc. column presumes that salespeople are still staring at a list of numbers, script in hand, and dialing one after the next. Well, times have changed. Maybe the author needs to get out more.

Successful cold calling is possible with preparation and strategy. No two calls are alike. You should be mentally nimble, and ready for any response. Do this, and the results might surprise you.

We’re going to continue dissecting this mash of misleading media in my next post. Heck, I’m loving this.

Of course, you don’t have to believe me … even though I’ve taught hundreds of people the techniques of successful cold calling. Just promise that you’ll trust me more than the media.

 

Filed Under: News

Testimonials

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
“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 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
Paul is a great presenter and networker. His seminars explain how cold calling has worked for him and he gives you a methodology of how to reach out to sales prospects. I encourage you to attend a Paul M. Neuberger Cold Calling Seminar to learn how to become a more effective salesperson. Paul is also very well connected in the Milwaukee area and has introduced me to many people I have been able to do business with. Paul… Read more
Lisa Twitchell
“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
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’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 inspirational, and passionate about helping people grow their client list. He has developed an easy to apply, appointment setting technique that will change the way you meet your new customers. Quit paying for clicks, advertising on social media, and paying for postage. Most people think cold calling is dead………NOT SO. Paul brings new life to the most cost effective client acquisition tool available to everyone…… Read more
Brad Saunders
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
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

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/

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/

Marissa Pittelman

Client Relations Administrator / Sand Castle Field Services "I just wanted to send a quick email to thank you for...
Cold Call Coach
2018-12-05T10:48:56-05:00
Client Relations Administrator / Sand Castle Field Services "I just wanted to send a quick email to thank you for all the time you spent with us. I know you had to, kind of, drag us along at points, but I’m glad you did. Although I no longer sell for Sand Castle, I may find myself selling again in the future and I think everything you taught us will be useful. I can even find ways to use your tips in my current role and in my day to day life. As a side note, I just wanted to thank you for the positivity and the energy you brought to each session. It’s been a pleasure getting to know you as well. Thank you for everything!"
https://coldcallcoach.net/testimonials/marissa-pittelman/
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