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Sell Yourself While Cold Calling, Not Your Company!

By Cold Call Coach

Let’s quickly conduct an unscientific, random, non-strategic survey. By a show of hands, how many of you agree with the following sentence: people buy people, not companies.

Well? How did you do?

I know full well that this is not a black and white proposition and that a certain amount of gray area exists between the two choices, but if push came to shove, and you could only sit squarely on one side of the fence, which side would you be resting upon?

I ask this question in nearly every single training session that I conduct and the feedback that I receive is nearly universal. Roughly 85% of the participants whom I pose this question to will answer resoundly that people buy people, not companies.

If you agree with that statement, let me ask you one direct question: does your answer to this question reflect how you are making cold calls? If I were to listen in on the next cold call that you make, am I going to walk away thinking that you are selling yourself as a person, or are you selling your organization as a whole?

There is such an incredible disconnect in the sales profession between what we believe and what we say. The majority of the people whom I present to will reach a consensus that their clients are buying them as people and are more interested in the relationship with the person than the relationship with the company.

Those people, however, usually lead with information about the organization in their sales calls and are surprised that they receive less than stellar results. The good news is that we can remedy this relatively quickly!

My wife and I met on an online dating site in August 2009. As a young man with workaholic tendencies, I did not much partake in the social scene and thought that online dating would be the most effective, efficient way for me to get exposed to potential suitors.

Not only did that vehicle work well in my personal life (we were married in June 2011), it provided an ideal roadmap for success in my professional life. I quickly came to the realization that cold calling is very similar to online dating in certain aspects.

Just like when you look at somebody’s profile picture, more often than not what catches your eye are the physical attributes of the person in said photograph. If you find them aesthetically appealing, they tend to attract your attention and, once your attention is had, you naturally progress to reading through the contents of their biography.

Where do they live? What are their hobbies? What are their favorite movies, books, songs, and places to go on vacation? All of this information is of interest to you now because you are acutely attracted to this individual based on what you saw in their photograph.

Upon reading her profile, if I ascertain that the young woman in question is a chain smoking atheist who enjoys kicking puppies as a weekend activity, rest assured I will spend less time on her page than it takes Usain Bolt to run the 100-meter dash.

If, however, I uncover that she is a physical fitness addict who goes to church weekly and volunteers at the local Humane Society, I may fall madly in love with her on the spot and be compelled to send her an introductory e-mail.

The same is true with cold calling! Your initial cold call is not to sell the company, but rather to sell yourself. If the prospect in question finds what you have to say attractive and is interested in learning more about you, they will give you the time to do so.

Once they have given you the time you need, you have the ability to educate them on who you are, what you do, the services that you provide, and how you can bring value to them in some capacity.

If, however, what you say comes across as unattractive, pushy, salesy, and aggressive , they will not give you the time of day and you will not realize the desired level of success that you are aspiring for.

Just about all of us know in our heart of hearts that we work with people we like, trust, respect, and feel good around. We all need to buy and sell real estate anyway, so we might as well do that with someone we like.

We all need to go to the doctor anyway, so we might as well go see someone we trust. We all need to get our cars fixed and have regular maintenance conducted on them anyway, so we might as well go to the person who makes us laugh and increases our outlook on life.

The same is true with cold calling! Your prospects need your services anyway, so they may as well work with you! They are not going to give you the time of day, however, unless you can sell yourself first, pique their curiosity, and compel them to take a closer look.

The next time you pick up the phone to make a cold call, ask yourself the following question: based on what I am about to say, am I selling myself or the company?

If you can get in the habit of selling yourself time and time again, not only will you be scheduling more appointments, you will be closing that business with greater ease and effectiveness because your prospects want to work with someone they like and trust, not an organization they know very little about sight unseen.

Want to learn how to customize a cold call script that is designed to sell you? Want to learn how to bring a value add proposition to your prospects quickly that highlights your unique talents and abilities? Then give me a call today at 414-313-8338 and let’s get to work!

For more information about The Cold Call Coach, including the services that we provide and how we can make your business more profitable through the successful implementation of this skill set, visit us online at: www.coldcallcoach.net

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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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Cold Call Coach

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E-mail: coldcallcoachllc@gmail.com
Phone: 414.313.8338
Location: Menomonee Falls, WI

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