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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’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 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
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
“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
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
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
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 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 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

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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Cold Call Coach

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