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The Three Worst Words You Can Say While Cold Calling

By Cold Call Coach

How smart would it be if, just before the gun went off to commence the race, a runner strapped lead weights to her ankles? How intelligent would it be for a contractor who needed to hang dry wall first put a sleeping mask over his eyes? Finally, how ingenious would it be for a radio show host to, just seconds before he were to go on the air, take a huge bite out of a peanut butter sandwich?

I think any reasonable person could agree that in all of these examples, the individuals in question would not only be doing themselves no favors, they would be committing an incredible disservice and would make the successful outcomes they are hoping for that much more difficult to reach. Basically, they have lost before they even started.

The same is true for 95% of sales people that engage in the practice of cold calling during their daily routine. Cold calling is hard enough in a perfect scenario, let alone when one commits an unforced error and makes their job even more difficult than it has to be. Just about every cold call is over before it starts due to the first few words out of our mouths right from the onset.

Imagine your best friend calls you on your cell phone. You look down at the caller ID and you see her name and elect to take the call. When you give your greeting, you hear her say the words “Hi, my name is Heidi Johnson, how are you today?” What would you be thinking about at that time? What types of thoughts would be going through your mind?

Speaking only for myself, I would wonder if my best friend had been around too many magic markers over the course of the past few days and lost her senses. Of course I know who she is! She is my best friend and we have spent countless hours together over the past few years. She is someone who needs no introduction and, in my mind, is crazy for even offering one.

In my opinion, most sales professionals lose out on a potential sale, meeting, or opportunity for conversation because they say the three worst words a cold caller can ever utter: “My. Name. Is.”

Think about it! If I know you, value you, like you, and have met you before, you would not need to introduce yourself to me because I would already have a recollection of who you are, where you work, and what you do.

With that being said, the absolute reverse is true if I have never met you. When you utter the dreaded words “My name is…” I immediately start thinking that we don’t know each other, we have never met, we have never had a conversation before, and that this is the first time that you are introducing yourself to me.

Why would someone whom I have never met and never had a conversation with be calling me clear out of the blue on a Tuesday afternoon? More often than not, it’s to sell me something!

Therefore, before you have even gotten a few words out of your mouth, my mind switches from amiable individual answering my phone out of curiosity at the number that I don’t recognize, to a person willing to do whatever I can to get you off the phone. I have not given you a chance to introduce yourself, tell me about your company, the services you provide, nor how you can bring value to my life, which you most likely probably could!

Rather than starting off a cold call with the dreaded phrase of “My name is…” what if you open with “Hello Dan! Paul Neuberger how are you?” Think about if you were greeted by a phone call with that opening line. Now what are you thinking about? I would be thinking, among other things, “Where have I heard that name before?” and “He sounds like he knows me and I don’t want to sound like an idiot so I will play along until I figure out who he is.”

That is exactly where you want to have the prospect on the other line! Rather than working feverishly to get rid of you and end the call, he is working feverishly to try to figure out how he knows you. He is also working feverishly to not look stupid if you know who he is and he doesn’t know you. This dramatic shift in mindset affords the salesperson the time he needs to get a foot in the door and continue on with the rest of his call.

Believe it or not, over the course of the past year I have developed a 98.6% cold call success rate. Because of the success that I have had, I created my business, Cold Call Coach, LLC (www.coldcallcoach.net) to help sales professionals increase their efficiency and effectiveness on the phone, thereby resulting in more sales, centers of influence, and opportunities for growth.

Happy cold calling, my friends!

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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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