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Low Cold Call Success Rate? Shake the Mental Fog!

By Cold Call Coach

Low Cold Call Success Rate? Shake the Mental Fog!

Have you ever had that experience of when you were in your car, driving to a certain location, and, although the drive was supposed to take you 15 or 20 minutes, you seemingly blink and you were there? You don’t quite remember how you got there, what happened along the way, or even making the turns that you needed to in order to arrive at your destination. It was almost as if you zoned out, were on auto pilot, and seemed to arrive safely merely on muscle memory.

Have you ever had an experience like that? If not, it’s hard to put into words exactly what it feels like to go through something like that. Recently, I was mentally pre-occupied and was mulling over all of the thoughts that were on my mind that day, including what I needed to accomplish, as well as preparing for some of the meetings that I had coming up with clients.

I get in my car and, next thing I know, I am where I needed to be, without remembering a single thing pertaining to the drive that I just made. Speaking for myself, that is a scary feeling, because it made me wonder if I was actually paying attention to what I needed to.

If I don’t really remember how I just got here, could I have more easily gotten into a car accident? Was I as attentive behind the wheel as I should have been? Were there any dangers that I narrowly avoided on my journey to where I was going?

Since I started my business in April 2015, I have been blessed to work with a wide variety of sales professionals in many different fields. I have worked with professional sports teams, Fortune 500 companies, but also the stay-at-home mom who sells Norwex.

I have worked with sales people on an individualized basis, as well as teams of more than 50 people. I have conducted phone meetings, in-person seminars, and also have spoken to hundreds of people at once in public forums all across the Midwest.

Although the professions are different, individuals unique in their own way, and the delivery mechanism of my information varies, I have been amazed that time and time again one thing is abundantly constant: the clients who elect to work with me are usually on auto pilot when making cold calls.

I think one of the reasons why my clients become such successful cold callers is because not only do we take a very deep dive into what they should be doing moving forward, but we take a look at what they are currently saying on the phone. I spend ample time with them to diagnose their current cold call ailments, listen to their delivery, and see, based upon what they are saying and how they are saying it, where they are likely to encounter resistance and trouble.

One of the exercises that I use to accomplish this is to ask all of my clients to name five things that they either hope to accomplish or aspire to convey on their respective cold calls. For example, they may hope to make the prospect laugh, because making the person laugh will elevate his mood slightly and hopefully disarm him for the remainder of the call.

Additionally, my clients may hope to accomplish rapport building on the call, meaning that they can connect with the prospect at a deeper level. I ask this question because I want to see how strategic they are heading in to the call and what, exactly, they are hoping to accomplish in the limited time they have with the prospect over the phone.

Astoundingly, I have yet to have a single client readily name more than three things unprompted that they either hope to accomplish or hope to convey while cold calling. For me, this is an obvious sign of why the people that come to me don’t have very high cold call success rates to begin with. How can you succeed time and time again if you don’t know how to accomplish your goal?

How can you head into each individual call prepared to appeal to different people with different needs if you don’t know what you are trying to accomplish from the outset? Unless you are laser focused on every call, know what your road map for success looks like, and are prepared to react and anticipate to every little thing you may encounter on the call, more often than not, you will fail.

And, after failing a few consecutive times, it is easy to imagine a sales person as the driver of the car, asking themselves, dazed and confused, “How did I end up here?” To be a truly effective cold caller, you need a plan, strategy, and must head into every single dial knowing what you are trying to accomplish and how you will make that happen.

Think of your current cold call success rate and ask yourself if you are honestly heading into every call clear-eyed, open minded, and ready to attack, or, are you on auto pilot, making calls in virtually the same manner to different people and unsure of the specifics pertaining to how you are going to ensure the call ends well.

At The Cold Call Coach, we work with our clients to ensure they have an effective strategy, customized scripts for the various clients they are trying to connect with, and are filled with confidence knowing they can be successful because we have role played and made live cold calls together to prove effectiveness.

Give us a call at 414-313-8338 today and let’s get to work!

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Testimonials

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
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
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’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 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 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
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

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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