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
  •  

Tune into Sales Success at WIFM

By Scale Squad

The way you hear some people talk about how difficult the sales profession is, you’d think they were trying to cure cancer or something. If you want to turbocharge your career, you need to tune into WIFM: What’s In it For Me? Since people are driven by self-interest and self-preservation, the sooner you can stop selling and start giving, the sooner you will be at the pinnacle of your career.

Have you ever tuned into the world’s oldest radio station?

If not, you should. It’s critical to your sales success.

Really, it’s key to success in dealing with people everywhere, no matter who they are.

You’ll find this magic network at WIFM. Look it up. Tune in. Prepare to be catapulted to prosperity beyond your wildest dreams.

Although it’s not a radio station, per se, WIFM is an acronym. It means What’s In it For Me. It acknowledges that people are driven by self-interest and self-preservation. We’re human, after all.

WIFM is powerful beyond words. Once you understand this – and act appropriately – good things will follow.

Actually, a real radio station with the call letters WIFM broadcasts from tiny Elkin, N.C. (population 4,000), in the north central region of the Tar Heel State. Its format is adult contemporary. Tuning in might be pleasant. It probably won’t do much for sales.

The WIFM that matters runs throughout my recent series of articlesdetailing a process to help you build strong relationships that lead to sales.

“Conditioning” your sales prospects is a methodical approach. You have to follow this process to a “T.” Crank up the discipline. Tighten the to-do list. Success will follow.

It begins with simple post-meeting acknowledgments of a prospect. Next steps are introductions, and a high-quality referral (or two). Some enjoyable off-work activities follow.

By now, the prospect shouldn’t be wondering about WIFM. You’ve provided value (and fun) to them. Heck, you’ve gone above and beyond. They should be willing to help you out, in return, without being prompted.

People understand reciprocity. Most naturally want to give back to those who are good to them.

If the prospect is the decisionmaker, they’ll find an opportunity for you. If they’re not the decisionmaker, they’ll find a way to get you in front of the person who is.

This is the goal, after all. You’ve conditioned the prospect to see you as someone who values, appreciates and acts in their interests. The process has worked.

The best sales are those you don’t have to ask for … where someone puts you in the right position because they want to.

Occasionally you’ll encounter a prospect who, even after all your best efforts, won’t initiate a return gesture. For whatever reason, they won’t reciprocate.

Know that these people are a distinct minority … and there’s a strategy to change their minds. My next post will explain.

In the meantime, I strongly encourage you to tune into WIFM … and never leave. Its programming is destined to crank up the volume on your sales career.

Paul M. Neuberger is the President of The Starr Group, as well as the Founder & CEO of The Cold Call Coach. To learn more, please visit www.starrgroup.com or www.coldcallcoach.net. To contact Paul, please feel free to reach him at 414-313-8338 or via e-mail at either pneuberger@starrgroup.com orcoldcallcoachllc@gmail.com 

Filed Under: Anouncement, News

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’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
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
“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 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
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
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
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
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

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/

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/

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/
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