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Your Sales Plan Should (and Shouldn’t) Be a House of Cards

By Scale Squad

Take some valuable sales and strategy lessons from the popular Netflix program House of Cards you look to grow your bottom line. The lead character, Frank Underwood, provides us with some unique insight on what we should be thinking about and doing as we try to take our sales career to the next level.

Frank Underwood had it right … to a certain extent.

As lead character in the recently-completed Netflix series “House of Cards,” the ruthless politician devised a plan, carried it through, and wound up on top.

The top, in this case, was the presidency. It wasn’t Frank’s original goal. He was a South Carolina congressman who (in his mind) was dealt the ultimate betrayal, by the sitting President, in the very first episode of the six-season show.

Frank was mad, to say the least. Spitting mad. He decided to get even … and ahead.

His master plan ultimately put him in the White House. Why? Because he was supremely focused in its execution and refused to be derailed.

His plan, of course, was full of underhanded deeds … which made for great television viewing. In real life, you would run as fast (and as far) from a guy like him as possible.

Still, Frank’s discipline, in adhering to his plan, was amazing. If you’re in sales, there’s a good lesson here.

As I wrote last week, successful sales relies on conditioning your prospects. It’s a multi-step process based on proactive strategy. You have to perform each step diligently – no questions asked. Don’t let “being busy” or other foolishness interrupt.

Don’t think conditioning works? Ask a dog trainer (or read my last post). It just takes a different form with sales prospects. The emphasis is on bringing value, and doing what others fail to do.

Here’s where the rubber meets the road. Let’s cover the first two steps.

You just finished a meeting with a prospect. Let’s not kid ourselves – they’re still a prospect. A sale might be a long way off yet. But you’re in the house – and can put your follow-up strategy to work.

1)    Write a note: No, not an e-mail. A note. A real note. On a card, that you write with a pen, then put in an envelope and mail. Thank the person for their time, express how much you enjoyed the conversation, and say you’ll be in touch (because, as you stick to the plan, you absolutely will be).

This step is huge. First, you’re doing something that virtually no one does anymore … which makes you unique. Further, writing and mailing a note takes time. It’s work. You’re willing to do so for this person, which demonstrates how you value the relationship.

Don’t be afraid to stick a $10 Starbucks gift card (or another retailer’s) in the note. If the conversation was especially good, you might have even learned their favorite restaurants or stores … which would allow you to really personalize this small token. How powerful would THAT be?

2)    Share a LinkedIn post: You already should have connected with this person on LinkedIn – if not, do so ASAP (and don’t forget to personalize the invitation!). Now, share an update detailing how you just met with them, and were bowled over by their expertise, insight and candor. Explain what you learned in the conversation. Mention why others should also want to talk with them.

Add a photo of the person, or their company logo. Tag them (by putting @ before their name) so they’ll be notified you mentioned them online. Everyone enjoys public recognition. It fulfills a basic human need for validation. Simply put, it’s flattering.

These are two initial, very important steps in the conditioning process for your prospects. They aren’t the last – not by far.

My next post will cover more steps. They have to be followed in order, without exception. Don’t forget that your plan is all about execution.

Not “execution” in a Frank Underwood-ish type of way … which would likely create mayhem … but as a driven, continual process that leads to success. Like Frank, everyone probably has their own definition of what that means.

Filed Under: Anouncement, News

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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
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!
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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’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 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
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
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 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

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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