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Stop Tipping Off the Defense While Cold Calling

By Cold Call Coach

Imagine for a moment that you are the head coach of your favorite NFL team. You get up early, get to the office before dawn, and work with your coaching staff to devise original and innovative plays for both the offensive and defensive ends of the football. You use your gift of instruction and inspiration to train your team on what you need them to do and get them energized about your system.

By the time the regular season rolls around, you have an incredibly well-developed playbook unlike anything the league has ever seen. Additionally, your players have practiced what you need them to do to perfection and everyone is on board with what you are doing.

In the first series of the first game, you notice that your quarterback, before handing the ball to the running back in one of your new plays, scratches his nose twice with his left hand. The running back gets the ball and is stuffed for minus three yards.

On the next play, you call for one of your wide receivers to run a post route that you drew up in the offseason, but before the ball is snapped, your quarterback takes his right hand, taps the top of his helmet once, snaps the ball, and throws an interception to a cornerback who was in the perfect position at exactly the right time.

This happens several more times throughout the game with the same result. Upon review of the film, you see that those nose scratches, helmet touches, and cadences were used by the quarterback to tip off the defense as to what was coming. Before your quarterback even snapped the ball, the defense knew exactly what was coming and snuffed out the play before it had a chance to be successful.

Whether you know it or not, you are doing the same thing to a certain degree with your cold calls. Most sales professionals that I know spend a good amount of time, effort, and resources developing the perfect cold call script. They know exactly what to say, how to say it, and know going in what they are trying to accomplish in order to maximize their chances of success.

They rehearse their scripts, feel comfortable in delivering them, and are confident that success is within their grasp. Funny thing is, however, they do not meet with the success that they envisioned. Worse yet, five seconds into their script, they are getting shut

down, hung up on, interrupted, and sometimes are exposed to harsh language on the other end of the phone.

Befuddled, after ten calls and ten straight rejections, the sales person has no idea what is going on. Why is the script not working? What is not going according to plan? Why is the prospect not interested?

The answer usually lies in the fact that the sales person is tipping off the defense before the ball is even snapped. Although sales is a truly noble profession and those in that field are touching lives and making the world a better place every single day, people do not want to spend their days talking to sales people they have not met over the phone.

How can they possible know we are a sales person before we get into the meat of our script? It’s because you are tipping off the prospect based on what you say in the first few seconds of each call!
My money is on the fact that you lead with some variation of the following in your first few sentences:

– “My name is…”
– Your employer’s name
– Your job title
– The reason behind your call

What do the words “my name is” mean? They represent the fact that you have never had a conversation with this person before. If you have never had a conversation with this person and you are calling out of the blue and are unfamiliar with this prospect, what type of call must this be? A sales call!

If you are leading with your employer’s name and your job title, those two aspects must be very important to the remainder of your call. If where you work and what you do professionally are relevant to the next few sentences that come out of your mouth, what type of call must this most likely be? A sales call!

Lastly, if you give the reason for the call right out of the gate, you then leave it up to the prospect to determine if this is worth his or her time. If they don’t know you, have never had a conversation with you, and you are offering solutions to problems that they never told you they had to begin with, what type of call must this be? A sales call!

Before you pick up the phone next to make another batch of cold calls, take a look at your script and see if you are giving away tells or letting the defense know what is coming before you even snap the ball. If you can keep the defense guessing, even for five seconds, the odds of you finding a hole in the defensive line, or being able to get behind the secondary go up dramatically.

Let the play develop a bit before this information is made known. Focus on piquing curiosity, generating interest, and buying time before giving away any information that might be deemed salesy. Doing so will ensure that you are put in the best possible position for success.

If you can do this successfully, make plans to see a Coach of the Year trophy on the case in your office!

Want more information about The Cold Call Coach and how we can help you create a customized script that ensures you don’t tell the defense what is coming? Then give us a call today at 414-313-8338 or visit us online at www.coldcallcoach.net 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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Location: Menomonee Falls, WI

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