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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

“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
“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
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 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 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
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
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
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 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/

Schuyler File

Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold...
Cold Call Coach
2017-09-27T18:12:37-05:00
Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold Call Coach Program because I was having so little success on my own and did not believe the program could work. However, after the first session or two I understood that I had the wrong approach and the program was providing the tools I lacked. After completing the program, I have been getting a call back rate on voicemails that alone is worth the price of the program and this does not even include the success I have had when speaking with the target of my calls. I would recommend this program to anyone trying to increase sales through cold calling."
https://coldcallcoach.net/testimonials/schuyler-file/

Linda Layber

District Sales Coordinator / Aflac "Brilliant, yet simple. You'll wonder why you didn't see it all along. Paul is an...
Cold Call Coach
2019-03-06T05:43:45-05:00
District Sales Coordinator / Aflac "Brilliant, yet simple. You'll wonder why you didn't see it all along. Paul is an engaging educator, so much so that he takes the dread out of cold calling and makes it easy, effective and doable, for everyone. Highly, highly recommend his system."
https://coldcallcoach.net/testimonials/linda-layber/

Tom Feldhusen

Executive Adviser / Culture Index "The expression "Cold Calling is Dead" could not be more far from the truth –...
Cold Call Coach
2019-03-15T10:41:16-05:00
Executive Adviser / Culture Index "The expression "Cold Calling is Dead" could not be more far from the truth – People have simply been convinced that it no longer works based upon their experience and ultimate failures when it is not used properly. Paul’s approach and expertise in helping you script your cold call message is spot on. His method will yield results that can be measurable for your business if you let him re-teach you everything you have learned about picking up the phone and calling a cold contact. Paul takes you through a process that requires thought and relentless pursuit of perfecting your message which results in a laser focused, quality first impression cold call. Voice mail? Paul has an answer for that as well. Cannot get past the "pit bull" answering the phone? Paul has an answer for that. Thank you, Paul. You have transformed my business with your tutelage."
https://coldcallcoach.net/testimonials/tom-feldhusen/

Cody Garvin

Sales Manager / Express Employment Professionals "Paul is the most energetic and engaging speaker I have had the chance to...
Cold Call Coach
2017-11-07T06:18:49-05:00
Sales Manager / Express Employment Professionals "Paul is the most energetic and engaging speaker I have had the chance to see. Like the scripts he helps his audience design, I was hanging on his every word when I saw him speak. His framework for successfully scripting calls gives cold callers a new level of confidence when they are reaching out to potential customers and helps them sound like a normal person rather than the stereotypical 'smarmy salesperson'. This framework has also helped me personally to know who I should be reaching out to, what to say when I do, and how to get callbacks when I don’t connect. I’d highly recommend Paul to anyone who is looking to increase their knowledge, be more effective on the phone, and ultimately advance their sales career."
https://coldcallcoach.net/testimonials/cody-garvin/
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