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No Thanks, I Don’t Want Your Business

By Scale Squad

It’s perfectly OK to fire a prospect! The most precious commodity you have as a sales professional is time and you should be extremely selective with who and what you spend it on. With that in mind, it’s OK to tell a prospect, “No thanks, I don’t want your business.

You know it’s close. Oh, so close. You can feel it.

This time, you’ll finally get the sale from this prospect you’ve pursued for … well … it kind of feels like forever.

And then … another objection. Another delay. Another request for more information.

In the ever-challenging world of sales, we’ve all had prospects like this. You meet with (or call) them numerous times. You provide reams of documentation. You display patience far beyond that of ordinary mortals, all while plastering an ever-harder-to-maintain smile on your face.

Still, they can’t (or won’t) make up their minds. No “yes.” No “no.” Just … indecision.

You’re frustrated. You wonder if you’re being played. At some point you ask yourself: “Should I just move on?”

The answer? If you’re feeling this way – yes. Move on. There are plenty of prospects in the market, just like fish in the sea.

“Waitaminnit!” scream the Traditional Sales Trainers in unison. “You can’t let go of a prospect that’s talking with you!”

Yes, you can. Sometimes, you should. If you spend lots of time following up with and babysitting a prospect – and they won’t give an answer – it’s 100 percent OK to leave.

The Traditional Sales Trainers teach a lot of things. Some are wrong. They should be called out. It’s another example where “conventional wisdom” isn’t wise.

Welcome to my first article in a new series titled “The Top 10 Sales Myths.” Join me on what promises to be a topsy-turvy ride through the sales advice wonderland!

Ready to roll? Let’s explode a myth by stating “It’s OK to say ‘No’ to Your Prospects.”

Conventional wisdom dictates that you should aim to write the business of every prospect where you get in the door. You hang in there, come hell or high water.

Yes, some sales take a long time to close. But you have to stick it out … because what if another opportunity doesn’t come along?

This is called “scarcity mentality.” It’s a small-picture, short-term perspective based on fear. Ultimately it cripples your chance for long-term success.

Believe in yourself. Believe in what you sell. This confidence, coupled with strong knowledge of your product or service, is the most potent weapon in your sales arsenal. Prospects buy from sales reps they feel confident in … which directly reflects the confidence the salesperson displays!

Smart salespeople understand that not every prospect is a good fit. Some are more trouble than they’re worth.

If a prospect keeps canceling meetings, or wants to meet over and over with no real progress, or appears to be pulling objections out of unknown orifices … get the message. A sale is unlikely to happen, if ever. Walk away.

See, time is your most precious commodity. Its supply is forever limited. Waste it, and spin your wheels.

Are you better off going after two smaller prospects, or one larger? Theoretically, the former requires twice the work. The payoff might be half, or maybe none, of the payoff for the latter.

Yet, you reason, the odds of closing a sale – with two chances instead of just one – are higher.

This is scarcity mentality at work. Both could end up being black holes that suck up your time. Are you really better off?

Obviously, the best approach is to sufficiently pre-qualify your prospects. Know who is most likely to need your product and service, and how to approach them.

Ideally you’ll land a meeting, or two, or however many it takes to close the sale. But if it keeps getting close … and those shifting goal posts move yet again … don’t be afraid to walk away.

“Close, but no cigar” is never good enough … because even cigar salespeople’s time is worth something.

Filed Under: Anouncement, News

Testimonials

“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
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
“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
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 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
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
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/

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/

Sarah Stone Weber

Manager of Marketing and Property Management Business Development / Horizon Develop Build Manage "I learned so much from Paul Neuberger!...
Cold Call Coach
2017-09-03T02:22:41-05:00
Manager of Marketing and Property Management Business Development / Horizon Develop Build Manage "I learned so much from Paul Neuberger! Far more than just cold calling! He is truly a person that you need to know!"
https://coldcallcoach.net/testimonials/sarah-stone-weber/

Donald Hook

Chief Technology Officer / Full On Consulting "About halfway through the cold-calling course, it is fantastic. As I have just...
Cold Call Coach
2018-12-16T19:34:24-05:00
Chief Technology Officer / Full On Consulting "About halfway through the cold-calling course, it is fantastic. As I have just launched my own consulting firm, cold calling is critical and a skill I need to greatly improve. This course has been a blessing."
https://coldcallcoach.net/testimonials/donald-hook/
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Cold Call Coach

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  • Videos
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  • Contact Us
  • Cold Call University
    • Course 101: Introduction
    • Cold Call University: Courses 101 to 401 – All Courses!
    • Printable Brochure