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Victims? Not at This Sales Party!

By Cold Call Coach

Victimhood sucks.

Unfortunately, in the often hardscrabble world of sales, it’s all too easy to fall into it.

We all know the verbiage: “He (or she) didn’t call back.” “They put me off another two months.” “I’m too busy to contact them again.”

The last one, especially, evidences a victim mentality. Busyness is an excuse – nothing more. It essentially tells a prospect, “I haven’t made you a priority.”

Well, who wants to buy from someone who doesn’t make them a priority?

Look, as I’ve written before, sales isn’t easy. It takes persistence. Patience. Bounce-back ability. A thick skin, too.

As we began addressing last month, being good at sales also means being good at something else: planning.

Unless you’re selling toothpaste at Walgreens, most prospects won’t buy just because you ask. A relationship has to be developed … which requires a plan.

In psychological nomenclature, it’s about “conditioning” your prospects. You have to follow specific steps – a proactive strategy.

These gradually build trust. Even more, they prove that you’re someone who consistently delivers value to the relationship.

The first two steps aren’t too out-of-the-box … but demonstrate you genuinely care. The next two steps require digging in deeper, leveraging your relationships and delivering the always-golden ticket: a high-quality referral.

Now, let’s step back. So far, this probably sounds like a lot of work. We all know about “all work and no play,” and its ugly outcome, right? We won’t be THAT victim.

As Robert Plant asked in a famous live version of “Stairway to Heaven” – moments before unleashing one of his trademark banshee wails – “Does anybody remember laughter?”

Let’s have some fun. Our next two steps in conditioning your prospects should be nothing but enjoyable:

5) Go to an event: No, not another lunch. A real outside-of-work event. Some place where you can have dedicated time with the prospect, in a no-stress environment.

Take the prospect to a baseball game (in Milwaukee, this would be our beloved Brewers, of course). Buy a table at a non-profit event, and ask them to join you. Invite them to a concert or play.

Think about what you enjoy doing … and reach out. People love receiving invitations. Be an inviter. Reap the rewards.

6) Fore!: OK, Mark Twain allegedly quipped that “Golf is a good walk spoiled.” If you’re having a tough day on the links, you might be pondering his wisdom.

Nevertheless, golf is a great business development tool. Consider this: Even for nine holes, you have 2+ hours of (hopefully) uninterrupted time with someone. Won’t that help further a relationship? Get a foursome together … and include your prospect!

Golf is an endeavor where, because you hit every shot, you are truly the master of your own destiny. You’re in the driver’s seat. Where will you go?

The world of sales is similar. By using a plan with proactive touch points, you’re in control. My next post will cover the final step in conditioning your prospects.

Victim mentality? It doesn’t exist … just like the big water trap you soared your last shot over.

Filed Under: Anouncement, News

Testimonials

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
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
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
“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
“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’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 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
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 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/

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/
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