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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
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’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 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
“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
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’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

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/

Marissa Pittelman

Client Relations Administrator / Sand Castle Field Services "I had the privilege of participating in Paul’s program. His energy and...
Cold Call Coach
2019-01-04T06:57:52-05:00
Client Relations Administrator / Sand Castle Field Services "I had the privilege of participating in Paul’s program. His energy and enthusiasm made each session both interesting and enjoyable. The methods taught by Paul could easily help anyone who wants to be more successful in their sales calls. I highly recommend hiring the Cold Call Coach. You won’t regret it!"
https://coldcallcoach.net/testimonials/marissa-pittelman-2/

Jerome Nichols

Senior Sales Executive / Waste Management "I was captivated by Paul’s ability to analyze and communicate the do’s and don’ts...
Cold Call Coach
2019-03-06T05:40:15-05:00
Senior Sales Executive / Waste Management "I was captivated by Paul’s ability to analyze and communicate the do’s and don’ts of making an effective cold call. I found the seminar extremely engaging and well worth the time."
https://coldcallcoach.net/testimonials/jerome-nichols/

Samantha Lang

Business Development Manager / Accounting Principals "Just wanted to thank you. I am 7 weeks into this position after 15...
Cold Call Coach
2019-03-06T05:42:52-05:00
Business Development Manager / Accounting Principals "Just wanted to thank you. I am 7 weeks into this position after 15 years in retail. Cold calling is the only thing I have struggled with and after your seminar, I have a new confidence and feel I have my own approach. It was so much more beneficial than weeks of training and shadowing co-workers!"
https://coldcallcoach.net/testimonials/samantha-lang/

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/
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