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The Longest Dial: Why Aren’t You Making that Cold Call?

By Scale Squad

This is the moment. All your plans for successful cold calling have brought you here.

Targets identified. Talking points tuned. Lucky seller’s charm (you have one, right?) at hand.

Preparation begets success, you’ve been told. Well, you’ve done your research. You’re primed for success.

Phone in hand, you’re armed and ready. So … why the hesitation? What’s wrong? Why aren’t you dialing?

Sure, even the savviest salespeople occasionally come down with phone phobia. The trick is to make it short-lived. Cold call reluctance happens.

Yet, you know that cold calling, like so many other activities, requires practice to improve. Did you hit a home run the first time you swung a baseball bat? Was your first golf tee shot a hole-in-one?

By the way, if your answer to either of those questions was “yes,” you might be in the wrong business. If not, why aren’t you dialing that phone? You’re in sales, right?

OK, then, maybe you aren’t so sure about your preparation after all. Perhaps a detail (or two, or three) was missed. Or, despite your best efforts, you fear you’re going about this all wrong.

Cold calling has one fundamental goal: getting in the door. Once in, you can create the relationships that lead to sales. Landing that all-important first appointment requires a message that piques curiosity, creates urgency and contains a killer value-add proposition.

Nailing the elements of the message is critical. For example, if your script starts with “My name is …,” don’t even bother. Put down the phone. Tear up the plan. Go back to square one. Successful cold calling involves NOT sounding like a salesperson. These three deadly words are a self-inflicted knee-capper.

Have a different introduction ready? Good. Is the rest of the script crafted correctly? An effective script has five parts, each following the next. The cumulative effect is to arouse interest on the prospect’s part, and buy you time to extend the conversation.

Maybe you’ve practiced your script, over and over. Try again and, this time, set a timer. A good cold call script is 25 seconds, tops. Too long, and the prospect will lose interest (or hang up). Too short, and they won’t know what you’re calling about.

Delivery is all-important, too. Lack of confidence is easily detected over a phone line. Cold calling is a lot like poker. How you say something is vital – and, just as important, is what you don’t say. How can you know the difference?

Maybe all your preparation did miss one important part: coaching on how to successfully make cold calls. Unlike some sports, no one is a “natural” at cold calling. Properly trained, though, the home runs (and maybe even holes-in-one) will occur. You already have the phone in hand – make the next call count, and start swinging for the fences.

 

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
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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