Cold Call Coach

ADVICE. DIRECTION. SUCCESS.

  • Book
  • About Us
  • Services
    • Group Coaching
    • Individualized Coaching
    • Workshops
    • Keynote Speaking
  • Blog
  • Our Success
    • Testimonials
    • Success Stories
  • Videos
  • Training System
  • Contact Us
  • Cold Call University
    • Course 101: Introduction
    • Cold Call University: Courses 101 to 401 – All Courses!
    • Printable Brochure
  •  

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!

Filed Under: Uncategorized

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
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’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
“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 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 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
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 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

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/

Matthew Gillard

Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very...
Cold Call Coach
2018-07-10T07:06:11-05:00
Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very few voicemails got returned. Now about 50% of my conversations become appointments and about 20% of my voicemails get returned. That's life changing - and I couldn't be happier."
https://coldcallcoach.net/testimonials/matthew-gillard/

David Cantliffe

President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going...
Cold Call Coach
2018-07-20T06:57:00-05:00
President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going through the training and booking several one-one sessions, Paul’s approach has radically changed my appointment setting results. With my "C"-level executive prospects, very few answer their phone. Paul’s training includes invaluable insights for effectively working with executive gate keepers to get messages returned as well as getting voice mail returned from executives that were previously unresponsive. If you read the testimonials listed on Paul’s web site, you’ll see the reoccurring theme of "life changing". I wholeheartedly agree and recommend Paul Neuberger’s cold call training to anyone serious about improving their results. I also recommend that you engage Paul one-on-one for several sessions to experience his skill at fine-tuning a message that will resonate with your target audience."
https://coldcallcoach.net/testimonials/david-cantliffe/

Chillon Leach

Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging...
Cold Call Coach
2018-08-02T19:52:39-05:00
Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging delivery and his personal, caring approach to his vocation suits me and my learning style."
https://coldcallcoach.net/testimonials/chillon-leach/

Tami Bergman

Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold...
Cold Call Coach
2018-10-04T15:16:09-05:00
Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold Call approach! I really feel like this is going to change the way that I view cold calling forever. Your approach has been very effective for me, and I will continue to use it. Thanks again for all your assistance!"
https://coldcallcoach.net/testimonials/tami-bergman/
0
0
Cold Call Coach

CONTACT US

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

Buy The Cold Call Coach Training DVD today!

To learn more, click here, or purchase your DVD here.
© The Cold Call Coach, LLC | Privacy & Security Policy | Refund Policy | Shipping Policy