Summer time!Oh yes! Just finished putting the final touches on my last chapter that will be turned over to my publisher today. And two weeks before the deadline to boot! So, about 5 weeks, 15 chapters and 300 manuscript pages later, I’m happy to inform you that:
The Complete Idiot’s Guide to Closing The Sale will hit the bookstores in January, 2007! A new site will be launched shortly where you can find the latest updates as well as some fancy new tools to help you bring in more sales.
Now, onto my next book project. But there are three, which one to choose……
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/76/feed/";}s:7:"summary";s:324:"Oh yes! Just finished putting the final touches on my last chapter that will be turned over to my publisher today. And two weeks before the deadline to boot! So, about 5 weeks, 15 chapters and 300 manuscript pages later, I’m happy to inform you that: The Complete Idiot’s Guide to Closing The Sale will hit [...]";s:12:"atom_content";s:617:"Oh yes! Just finished putting the final touches on my last chapter that will be turned over to my publisher today. And two weeks before the deadline to boot! So, about 5 weeks, 15 chapters and 300 manuscript pages later, I’m happy to inform you that:
The Complete Idiot’s Guide to Closing The Sale will hit the bookstores in January, 2007! A new site will be launched shortly where you can find the latest updates as well as some fancy new tools to help you bring in more sales.
Now, onto my next book project. But there are three, which one to choose……
";s:14:"date_timestamp";i:1150215486;}i:1;a:13:{s:5:"title";s:40:"Contract for Next Book Deal Is Complete!";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/75";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/75#comments";s:7:"pubdate";s:31:"Thu, 27 Apr 2006 18:44:23 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:36:"Everything I Ever Knew About Selling";s:4:"guid";s:42:"http://blog.profitbuilders.com/archives/75";s:11:"description";s:299:"Got the contract in the mail the other day. My publisher was very happy with the results of the first book and wanted to do a follow up on it. The Only thing; Next Book Deadline June 23. Ouch. Hmm, what gets put on hold for the next several weeks? More to come as things develop. Keith's Tags: [...]";s:7:"content";a:1:{s:7:"encoded";s:619:"Got the contract in the mail the other day. My publisher was very happy with the results of the first book and wanted to do a follow up on it.
The Only thing; Next Book Deadline June 23. Ouch. Hmm, what gets put on hold for the next several weeks?
More to come as things develop.
Keith's Tags: book deal, Keith Rosen, Cold Calling, Sales Coach
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/75/feed/";}s:7:"summary";s:299:"Got the contract in the mail the other day. My publisher was very happy with the results of the first book and wanted to do a follow up on it. The Only thing; Next Book Deadline June 23. Ouch. Hmm, what gets put on hold for the next several weeks? More to come as things develop. Keith's Tags: [...]";s:12:"atom_content";s:619:"Got the contract in the mail the other day. My publisher was very happy with the results of the first book and wanted to do a follow up on it.
The Only thing; Next Book Deadline June 23. Ouch. Hmm, what gets put on hold for the next several weeks?
More to come as things develop.
Keith's Tags: book deal, Keith Rosen, Cold Calling, Sales Coach
";s:14:"date_timestamp";i:1146163463;}i:2;a:13:{s:5:"title";s:13:"At the Beach!";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/71";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/71#comments";s:7:"pubdate";s:31:"Mon, 24 Apr 2006 19:10:26 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:36:"Everything I Ever Knew About Selling";s:4:"guid";s:42:"http://blog.profitbuilders.com/archives/71";s:11:"description";s:85:" Summer time! Finally, another summer at the beach and starting early in New York. ";s:7:"content";a:1:{s:7:"encoded";s:1011:"Finally, another summer at the beach and starting early in New York.
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/71/feed/";}s:7:"summary";s:85:" Summer time! Finally, another summer at the beach and starting early in New York. ";s:12:"atom_content";s:1011:"Finally, another summer at the beach and starting early in New York.
";s:14:"date_timestamp";i:1145905826;}i:3;a:13:{s:5:"title";s:55:"New Video Bio and Executive Sales Coaching Introduction";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/68";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/68#comments";s:7:"pubdate";s:31:"Mon, 24 Apr 2006 15:00:32 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:36:"Everything I Ever Knew About Selling";s:4:"guid";s:42:"http://blog.profitbuilders.com/archives/68";s:11:"description";s:310:"Click to View New Video Bio and Introduction Here’s a new introduction we just put together. You could call it a video bio along with an overview of what my new Executive Sales Coaching signature program is all about. All suggestions and comments are welcomed and appreciated! Hope you enjoy it. ";s:7:"content";a:1:{s:7:"encoded";s:1041:"Click to View New Video Bio and Introduction
Here’s a new introduction we just put together. You could call it a video bio along with an overview of what my new Executive Sales Coaching signature program is all about. All suggestions and comments are welcomed and appreciated! Hope you enjoy it.
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/68/feed/";}s:7:"summary";s:310:"Click to View New Video Bio and Introduction Here’s a new introduction we just put together. You could call it a video bio along with an overview of what my new Executive Sales Coaching signature program is all about. All suggestions and comments are welcomed and appreciated! Hope you enjoy it. ";s:12:"atom_content";s:1041:"
Click to View New Video Bio and Introduction
Here’s a new introduction we just put together. You could call it a video bio along with an overview of what my new Executive Sales Coaching signature program is all about. All suggestions and comments are welcomed and appreciated! Hope you enjoy it.
";s:14:"date_timestamp";i:1145890832;}i:4;a:13:{s:5:"title";s:63:"Silent Selling - The Strategy of Keeping Your Business A Secret";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/52";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/52#comments";s:7:"pubdate";s:31:"Thu, 16 Mar 2006 22:26:53 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:175:"Everything I Ever Knew About SellingProspecting, Cold Calling and NetworkingInsights in BusinessExperiences in MarketingClients are fun. Case Studies in Sales and Leadership C";s:4:"guid";s:42:"http://blog.profitbuilders.com/archives/52";s:11:"description";s:343:"I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine; (you can find out more about my ebook on generating more referrals here) developing an approach that she was comfortable with. We fine tuned the language she felt confident using when approaching [...]";s:7:"content";a:1:{s:7:"encoded";s:4858:"
I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine; (you can find out more about my ebook on generating more referrals here) developing an approach that she was comfortable with.
We fine tuned the language she felt confident using when approaching and talking to her clients about building her business through referrals. She then practiced her approach until it felt natural for her.
The day finally came for Jan to use the new skills she’s developed. She felt prepared, actually a bit excited, although naturally nervous to use her new approach when speaking with a client, should the opportunity arise.
During her third appointment of the day, it did. Like a graceful dancer, Jan elegantly asked a few questions that evoked permission from her client to have that conversation with her.
The conversation went wonderfully well. Her client was happy, even eager to help Jan. Before her customer left the office, Jan already considered this a success. Just the mere fact of asking for referrals, something she’s feared for years was an incredible achievement for her. Regardless of the outcome today, Jan knew this would make a huge difference in her practice.
As Jan’s client was leaving her office she turned to Jan and said, “Jan, you know, I was a bit surprised to hear that you were looking for more business and of course, I am happy to help you any way I can. As I’ve always told you, I know lots of people who would love to work with you.
I was just surprised that you even needed referrals, as I thought your practice was entirely full! If only I’d known, I would have sent you all the people I’ve been sending the other person I know who does what you do.”
What dangerous assumptions are your customers making about your business? How much business has Jan lost over the years simply because she didn’t ask a few simple questions? Stop leaving free business on the table that your competition it taking from you.
Generate more referrals without hounding people or sounding pushy. Click here to develop a referral system that you can put on autopilot.
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/52/feed/";}s:7:"summary";s:343:"I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine; (you can find out more about my ebook on generating more referrals here) developing an approach that she was comfortable with. We fine tuned the language she felt confident using when approaching [...]";s:12:"atom_content";s:4858:"I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine; (you can find out more about my ebook on generating more referrals here) developing an approach that she was comfortable with.
We fine tuned the language she felt confident using when approaching and talking to her clients about building her business through referrals. She then practiced her approach until it felt natural for her.
The day finally came for Jan to use the new skills she’s developed. She felt prepared, actually a bit excited, although naturally nervous to use her new approach when speaking with a client, should the opportunity arise.
During her third appointment of the day, it did. Like a graceful dancer, Jan elegantly asked a few questions that evoked permission from her client to have that conversation with her.
The conversation went wonderfully well. Her client was happy, even eager to help Jan. Before her customer left the office, Jan already considered this a success. Just the mere fact of asking for referrals, something she’s feared for years was an incredible achievement for her. Regardless of the outcome today, Jan knew this would make a huge difference in her practice.
As Jan’s client was leaving her office she turned to Jan and said, “Jan, you know, I was a bit surprised to hear that you were looking for more business and of course, I am happy to help you any way I can. As I’ve always told you, I know lots of people who would love to work with you.
I was just surprised that you even needed referrals, as I thought your practice was entirely full! If only I’d known, I would have sent you all the people I’ve been sending the other person I know who does what you do.”
What dangerous assumptions are your customers making about your business? How much business has Jan lost over the years simply because she didn’t ask a few simple questions? Stop leaving free business on the table that your competition it taking from you.
Generate more referrals without hounding people or sounding pushy. Click here to develop a referral system that you can put on autopilot.
";s:14:"date_timestamp";i:1142548013;}i:5;a:13:{s:5:"title";s:35:"The Next Big Idea- Developing Yours";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/53";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/53#comments";s:7:"pubdate";s:31:"Sun, 26 Feb 2006 01:13:44 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:36:"Everything I Ever Knew About Selling";s:4:"guid";s:36:"http://blog.profitbuilders.com/?p=53";s:11:"description";s:360:"A response to a fellow comrade’s email that read as follows: “How do you get this all together? I have it all in my head but have trouble taking the next step. I’m loving your new signature program BTW…www.theexecutivesalescoach.com– congratulations to all this! I’m very proud of you for taking a bold stand for what [...]";s:7:"content";a:1:{s:7:"encoded";s:3272:"A response to a fellow comrade’s email that read as follows:
“How do you get this all together? I have it all in my head but have trouble taking the next step. I’m loving your new signature program BTW…www.theexecutivesalescoach.com– congratulations to all this! I’m very proud of you for taking a bold stand for what really matters to you– integrity and ethics and pure, true coaching at its core. While we’re on the subject, even if you do a brain dump on paper/computer, you have all these great ideas now-then what? Which one do you grab and act on first? And actually follow through with?“
My Response:
You can’t imagine what goes on in my brain!!!! And I would be happy to share with you my secret 
Years of creation! The hardest part is getting it all out of your head and documented IMMEDIATELY; following through and then filing each thought, idea or project in a well organized way. The magic happens when you literally detach from the idea, from the outcome, from the seduction, ether and excitement of a ‘fresh new idea’ (”WHOHOO!, Now I get to drop everything else I was doing”) and let it go so not to clutter your mind anymore. We need the clarity, peace of mind and space to create; not only the space in our schedule, but the space in our head. Space creates choice…(Like keeping your hard drive clean.)
Then, over time, you allow the pieces to gel together and naturally crystallize into something you didn’t see before. Suddenly, in that very moment- BANG! Evolution happens, and in that second, you see with your minds eye, all of these ideas and moving parts, all of these pieces that begin to form a vivid picture. You envision a resource; a product or service that people can deeply benefit from. Something that will change they way we do things for the better. Something so valuable, so powerful, so much bigger than you ever thought it literally takes your breath away……
Then you KNOW which project, business venture or career choice becomes your priority. As you know, the greatest strength of entrepreneurs and business owners is also their weakness. That is, talented, driven entrepreneurs are never going to be short of a great idea. It’s choosing which idea to act on that separates the Googles from the rest of the world.
Whether I’m delivering a keynote or one to one sales coaching, executive coaching or business coaching, continually going through this exercise enables me to most effectively coach my clients to not only get through this very enjoyable and creative process in the most productive way but also to recognize when it’s happening. This way, they don’t miss out on the opportunity when it presents itself.
Good visual? Wow, you got me on a roll…
Thank you so much for your initial feedback. Very much appreciated. Looking forward to more feedback whenever you get a chance.
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/53/feed/";}s:7:"summary";s:360:"A response to a fellow comrade’s email that read as follows: “How do you get this all together? I have it all in my head but have trouble taking the next step. I’m loving your new signature program BTW…www.theexecutivesalescoach.com– congratulations to all this! I’m very proud of you for taking a bold stand for what [...]";s:12:"atom_content";s:3272:"A response to a fellow comrade’s email that read as follows:
“How do you get this all together? I have it all in my head but have trouble taking the next step. I’m loving your new signature program BTW…www.theexecutivesalescoach.com– congratulations to all this! I’m very proud of you for taking a bold stand for what really matters to you– integrity and ethics and pure, true coaching at its core. While we’re on the subject, even if you do a brain dump on paper/computer, you have all these great ideas now-then what? Which one do you grab and act on first? And actually follow through with?“
My Response:
You can’t imagine what goes on in my brain!!!! And I would be happy to share with you my secret
Years of creation! The hardest part is getting it all out of your head and documented IMMEDIATELY; following through and then filing each thought, idea or project in a well organized way. The magic happens when you literally detach from the idea, from the outcome, from the seduction, ether and excitement of a ‘fresh new idea’ (”WHOHOO!, Now I get to drop everything else I was doing”) and let it go so not to clutter your mind anymore. We need the clarity, peace of mind and space to create; not only the space in our schedule, but the space in our head. Space creates choice…(Like keeping your hard drive clean.)
Then, over time, you allow the pieces to gel together and naturally crystallize into something you didn’t see before. Suddenly, in that very moment- BANG! Evolution happens, and in that second, you see with your minds eye, all of these ideas and moving parts, all of these pieces that begin to form a vivid picture. You envision a resource; a product or service that people can deeply benefit from. Something that will change they way we do things for the better. Something so valuable, so powerful, so much bigger than you ever thought it literally takes your breath away……
Then you KNOW which project, business venture or career choice becomes your priority. As you know, the greatest strength of entrepreneurs and business owners is also their weakness. That is, talented, driven entrepreneurs are never going to be short of a great idea. It’s choosing which idea to act on that separates the Googles from the rest of the world.
Whether I’m delivering a keynote or one to one sales coaching, executive coaching or business coaching, continually going through this exercise enables me to most effectively coach my clients to not only get through this very enjoyable and creative process in the most productive way but also to recognize when it’s happening. This way, they don’t miss out on the opportunity when it presents itself.
Good visual? Wow, you got me on a roll…
Thank you so much for your initial feedback. Very much appreciated. Looking forward to more feedback whenever you get a chance.
";s:14:"date_timestamp";i:1140916424;}i:6;a:13:{s:5:"title";s:31:"A Possible Sign Of Distraction?";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/56";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/56#comments";s:7:"pubdate";s:31:"Fri, 27 Jan 2006 19:52:20 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:98:"Clients are fun. Case Studies in Sales and Leadership CHow are you? Fine? Good. Life in General...";s:4:"guid";s:36:"http://blog.profitbuilders.com/?p=56";s:11:"description";s:365:"What follows is an email dialogue I recently had with a client regarding our sales coaching call that we had to reschedule. All in good fun. However, you’ll have to start reading it from the bottom up, to enjoy the humor behind it. —-Original Message—– From: Keith Rosen, MCC, PMC Sent: 1/27/2006 2:57 PM To: JC Subject: RE: Times for [...]";s:7:"content";a:1:{s:7:"encoded";s:2829:"What follows is an email dialogue I recently had with a client regarding our sales coaching call that we had to reschedule.
All in good fun. However, you’ll have to start reading it from the bottom up, to enjoy the humor behind it.
—-Original Message—–
From: Keith Rosen, MCC, PMC
Sent: 1/27/2006 2:57 PM
To: JC
Subject: RE: Times for The Call After Next
No worries! However, I believe we’re looking at Feb. 8 at 8am, not the 2nd.
Confirmed!
Now, your sales coach suggests taking a break…..
——————————————————————————–
From: JC
Sent: Friday, January 27, 2006 2:41 PM
To: ‘Keith Rosen, MCC, PMC’
Subject: RE: Times for The Call After Next
Thursday the 2nd…..
sorry
—–Original Message—–
From: Keith Rosen, MCC, PMC
Sent: 1/27/2006 1:37 PM
To: JC
Subject: RE: Times for The Call After Next
Are you okay? Which day for our sales coaching, my friend?
K
——————————————————————————–
From: JC
Sent: Friday, January 27, 2006 1:33 PM
To: keithrosen@ProfitBuilders.com
Subject: RE: Times for The Call After Next
sorry, 8 am
——————————————————————————–
From: Keith Rosen, MCC, PMC [mailto:keithrosen@ProfitBuilders.com]
Sent: Friday, January 27, 2006 1:31 PM
To: JC
Subject: RE: Times for The Call After Next
JC, re-read the email below…….
——————————————————————————–
From: JC
Sent: Friday, January 27, 2006 1:21 PM
To: ‘Keith Rosen, MCC, PMC’
Subject: RE: Times for The Call After Next
talk to you then…….
—–Original Message—–
From: Keith Rosen, MCC, PMC
Sent: 1/27/2006 11:37 AM
To: JC
Subject: Times for The Call After Next
Hi,
We’re good for this Tuesday Jan 31 for our executive coaching call, but for the following Tuesday Feb. 8, can we move the call to either 8am or 9am or Thursday, Feb. 9 at 8am EST.
Best,
Keith
What follows is an email dialogue I recently had with a client regarding our sales coaching call that we had to reschedule.
All in good fun. However, you’ll have to start reading it from the bottom up, to enjoy the humor behind it.
—-Original Message—–
From: Keith Rosen, MCC, PMC
Sent: 1/27/2006 2:57 PM
To: JC
Subject: RE: Times for The Call After Next
No worries! However, I believe we’re looking at Feb. 8 at 8am, not the 2nd.
Confirmed!
Now, your sales coach suggests taking a break…..
——————————————————————————–
From: JC
Sent: Friday, January 27, 2006 2:41 PM
To: ‘Keith Rosen, MCC, PMC’
Subject: RE: Times for The Call After Next
Thursday the 2nd…..
sorry
—–Original Message—–
From: Keith Rosen, MCC, PMC
Sent: 1/27/2006 1:37 PM
To: JC
Subject: RE: Times for The Call After Next
Are you okay? Which day for our sales coaching, my friend?
K
——————————————————————————–
From: JC
Sent: Friday, January 27, 2006 1:33 PM
To: keithrosen@ProfitBuilders.com
Subject: RE: Times for The Call After Next
sorry, 8 am
——————————————————————————–
From: Keith Rosen, MCC, PMC [mailto:keithrosen@ProfitBuilders.com]
Sent: Friday, January 27, 2006 1:31 PM
To: JC
Subject: RE: Times for The Call After Next
JC, re-read the email below…….
——————————————————————————–
From: JC
Sent: Friday, January 27, 2006 1:21 PM
To: ‘Keith Rosen, MCC, PMC’
Subject: RE: Times for The Call After Next
talk to you then…….
—–Original Message—–
From: Keith Rosen, MCC, PMC
Sent: 1/27/2006 11:37 AM
To: JC
Subject: Times for The Call After Next
Hi,
We’re good for this Tuesday Jan 31 for our executive coaching call, but for the following Tuesday Feb. 8, can we move the call to either 8am or 9am or Thursday, Feb. 9 at 8am EST.
Best,
Keith
Any self proclaimed guru, if they were being truly honest, would admit that at some point in their career, in the spirit of lifelong development and continued evolution, (as well as walking your talk) they would reach out to someone else, another expert, a colleague in their respected field for assistance in an area of their life or business in which they, themselves, are not. Take selling, for example. As a professional presenter who makes their living delivering keynotes, seminars, and training events; one core competency they need to master is How To Sell and position themselves effectively.
How to market, sell and package themselves, how to get organized, how to utilize technology to stay ahead and streamline their business operations are just some of the areas that any wise and insightful business leader would reach out in search of that guru who could assist them in developing, mastering or delegating these critical components of their business.
For me, 2005 was the year of fine tuning the positioning, technology, structure and future of my business. 2006 is the year of execution and abundance. The year of getting ahead of the future. With my oldest daughter in kindergarten, the twins turning 2 in January and the house completed, it was the first time in 2 years that I managed to position myself ahead of the game; something I’ve always done in the past. With 3 new projects launched online, new programs, new technology, new books, happy clients that are a blast to work with, it made sense to continue this path of refinement, enlightenment and evolution by looking under the hood when it comes to perfecting my public speaking skills so that every person in every audience that I?m speaking in front of has a powerful, enjoyable experience that becomes the foundation for measurable, long lasting results.
After some Googling online, I came across one self-proclaimed expert on public speaking. A “presentation coach or public speaking coach” is what he suggested he was. According to his website, he only works with the top speakers in their profession. His website spoke of a system he developed to make any presentation pop, engaging and entertaining.
It peaked my curiosity. After all, if someone knows more about something than I do, it only makes sense to tap into the wisdom of others.
I see he’s written a few books, so I had my assistant schedule a one to one call with this presentation guru. Now, you would think, anyone who touts themselves as an expert in a specific area or topic, they would be a model of what they preach. That is, walk their talk. I must say, I would expect this person to have a strong presence, even on the phone and be a master of communication. That’s what I’d be paying him to teach me, right? To take me somewhere I have not been myself.
Well, not exactly.
I called him one afternoon for our scheduled appointment. “Hello, Jon?” I asked.
“Yes, how can I help you?” A soft, monotone, lethargic voice responded.
“My name is Keith Rosen. You may have heard of me?” I said jokingly.
Silence……
I continued. “I’m an executive sales coach, corporate trainer and professional speaker. Since I’m always on the lookout for ways to do things better, I came across your website and was curious to know how you may be able to help me.”
“Sure,” he responded…… Empowering…..
“Let me tell you how this works. Are you going to be in the LA area next month during the week of March 14? I’m conducting my next live workshop that you still have time to register for.”
I paused, taken aback. Was I having a flashback to my first Dead show in the early 80’s and blacked out the last 30 minutes of our conversation? Did I fall through a crack in the space-time continuum and landed at the point in time we refer to as the future where we were wrapping up our conversation? Possibly. Or could it truly be that this artist of the spoken word began the conversation without any regard to the sanctity of the consultative sales process; the very basic foundation upon which any great sale opportunity is built upon.
This master presenter didn’t ask me any questions about who I was. He didn’t ask about what I did or why I was even calling him. (Kind of makes you look at those people who consider themselves ?strong closers? in a different light.) Considering that a very large portion of my practice consists of executive coaching and sales training over the phone, you would think it would behoove him to find out at least some basic information about my business. His approach to attracting me to hiring him and the way he demonstrated his illuminating presence and years of refining his skills as a presenter in a way that would connect with your audience, hold their interest and feel empowered at the end of every speaking event was by telling me when he is speaking next and asking me to register. Brilliant.
“No,” I replied almost a bit bewildered and taken back from This Diva of Delivery?s approach. Maybe I?m underestimating his powers of enrollment. Maybe this is a carefully planned and executed approach to blind side any potential client and baffle them into the sale. Maybe.
?Well then,? Diva Dan continued, ?We can work together on the phone. I can offer guidance on your approach. You can also send me the manuscripts of your presentations as well as a live demonstration of a presentation you delivered, even an audio presentation would be fine. I would then review them and offer my suggestions. I charge $575.00 per hour. However, you can buy a package of 10 calls for $5500.00.
“Okay,” I said. “Well, would you want to know a little about me and what I’m doing to see if you can even help me and there’s a fit between us in terms of what I’m looking for?” I figured, I would try and salvage his fragile sale.
Silence. Again. Hmmm, an elusive fellow. More Jedi mind tricks?
I threw him another bone. I voluntarily shared with him what I do and what I’ve been doing, writing, creating.
When I concluded, more silence.
“Well, thanks for your time.? I decided to end this unique experience. ?Let me consider what you can do for me and I’ll get back to you if I’m ready.?
“You can also attend the next program which we’re now taking reservations for that will take place in August. What part of the country do you live?” Was this his confusion close?
Oy. 20 minutes into the conversation and this is when he is interested in finding out about me and where I live?
If this is the impression he leaves with people and how he performs on the phone, what would he be like in person? I don?t know what I?m more concerned about; him or the companies he claims hire him for corporate work.
I have to say, I was also a little perturbed by this experience. I felt a bit deceived and lied to. So, for those people who are looking to hire a speaker or coach; whether it’s a life coach, sales coach, executive coach or trainer for your sales and management team, remember this. You’ll be able to recognize the really great trainers and coaches by the ones who focus on delivering value to you immediately and are tuned into your objectives, your personal and unique needs and the measurable results you can and want to expect. (?And by the way, here’s a list of all my clients that you can call at any time.?)
The first experience you have with them and the way you feel after talking with them is typically the way they will present, train and coach your staff because they masterfully model what they teach. The other stuff, (the things I’m guilty of as well but recognize them for what they are); the sharp websites, good looking pictures and strong value proposition is still, at the end of the day, fluff.
If this guy with the golden tongue is the guru, then we desperately need to re-evaluate the standards and perceptions which we have of these self proclaimed gurus. Are we buying into them a bit too much? Do we believe their marketing message over the core value they can actually deliver on in a measurably positive way?
Hmmm, note to self: Find out what companies he?s trained and sell your stocks in them-immediately.
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/30/feed/";}s:7:"summary";s:326:"Any self proclaimed guru, if they were being truly honest, would admit that at some point in their career, in the spirit of lifelong development and continued evolution, (as well as walking your talk) they would reach out to someone else, another expert, a colleague in their respected field for assistance in an area of [...]";s:12:"atom_content";s:8612:"Any self proclaimed guru, if they were being truly honest, would admit that at some point in their career, in the spirit of lifelong development and continued evolution, (as well as walking your talk) they would reach out to someone else, another expert, a colleague in their respected field for assistance in an area of their life or business in which they, themselves, are not. Take selling, for example. As a professional presenter who makes their living delivering keynotes, seminars, and training events; one core competency they need to master is How To Sell and position themselves effectively.
How to market, sell and package themselves, how to get organized, how to utilize technology to stay ahead and streamline their business operations are just some of the areas that any wise and insightful business leader would reach out in search of that guru who could assist them in developing, mastering or delegating these critical components of their business.
For me, 2005 was the year of fine tuning the positioning, technology, structure and future of my business. 2006 is the year of execution and abundance. The year of getting ahead of the future. With my oldest daughter in kindergarten, the twins turning 2 in January and the house completed, it was the first time in 2 years that I managed to position myself ahead of the game; something I’ve always done in the past. With 3 new projects launched online, new programs, new technology, new books, happy clients that are a blast to work with, it made sense to continue this path of refinement, enlightenment and evolution by looking under the hood when it comes to perfecting my public speaking skills so that every person in every audience that I?m speaking in front of has a powerful, enjoyable experience that becomes the foundation for measurable, long lasting results.
After some Googling online, I came across one self-proclaimed expert on public speaking. A “presentation coach or public speaking coach” is what he suggested he was. According to his website, he only works with the top speakers in their profession. His website spoke of a system he developed to make any presentation pop, engaging and entertaining.
It peaked my curiosity. After all, if someone knows more about something than I do, it only makes sense to tap into the wisdom of others.
I see he’s written a few books, so I had my assistant schedule a one to one call with this presentation guru. Now, you would think, anyone who touts themselves as an expert in a specific area or topic, they would be a model of what they preach. That is, walk their talk. I must say, I would expect this person to have a strong presence, even on the phone and be a master of communication. That’s what I’d be paying him to teach me, right? To take me somewhere I have not been myself.
Well, not exactly.
I called him one afternoon for our scheduled appointment. “Hello, Jon?” I asked.
“Yes, how can I help you?” A soft, monotone, lethargic voice responded.
“My name is Keith Rosen. You may have heard of me?” I said jokingly.
Silence……
I continued. “I’m an executive sales coach, corporate trainer and professional speaker. Since I’m always on the lookout for ways to do things better, I came across your website and was curious to know how you may be able to help me.”
“Sure,” he responded…… Empowering…..
“Let me tell you how this works. Are you going to be in the LA area next month during the week of March 14? I’m conducting my next live workshop that you still have time to register for.”
I paused, taken aback. Was I having a flashback to my first Dead show in the early 80’s and blacked out the last 30 minutes of our conversation? Did I fall through a crack in the space-time continuum and landed at the point in time we refer to as the future where we were wrapping up our conversation? Possibly. Or could it truly be that this artist of the spoken word began the conversation without any regard to the sanctity of the consultative sales process; the very basic foundation upon which any great sale opportunity is built upon.
This master presenter didn’t ask me any questions about who I was. He didn’t ask about what I did or why I was even calling him. (Kind of makes you look at those people who consider themselves ?strong closers? in a different light.) Considering that a very large portion of my practice consists of executive coaching and sales training over the phone, you would think it would behoove him to find out at least some basic information about my business. His approach to attracting me to hiring him and the way he demonstrated his illuminating presence and years of refining his skills as a presenter in a way that would connect with your audience, hold their interest and feel empowered at the end of every speaking event was by telling me when he is speaking next and asking me to register. Brilliant.
“No,” I replied almost a bit bewildered and taken back from This Diva of Delivery?s approach. Maybe I?m underestimating his powers of enrollment. Maybe this is a carefully planned and executed approach to blind side any potential client and baffle them into the sale. Maybe.
?Well then,? Diva Dan continued, ?We can work together on the phone. I can offer guidance on your approach. You can also send me the manuscripts of your presentations as well as a live demonstration of a presentation you delivered, even an audio presentation would be fine. I would then review them and offer my suggestions. I charge $575.00 per hour. However, you can buy a package of 10 calls for $5500.00.
“Okay,” I said. “Well, would you want to know a little about me and what I’m doing to see if you can even help me and there’s a fit between us in terms of what I’m looking for?” I figured, I would try and salvage his fragile sale.
Silence. Again. Hmmm, an elusive fellow. More Jedi mind tricks?
I threw him another bone. I voluntarily shared with him what I do and what I’ve been doing, writing, creating.
When I concluded, more silence.
“Well, thanks for your time.? I decided to end this unique experience. ?Let me consider what you can do for me and I’ll get back to you if I’m ready.?
“You can also attend the next program which we’re now taking reservations for that will take place in August. What part of the country do you live?” Was this his confusion close?
Oy. 20 minutes into the conversation and this is when he is interested in finding out about me and where I live?
If this is the impression he leaves with people and how he performs on the phone, what would he be like in person? I don?t know what I?m more concerned about; him or the companies he claims hire him for corporate work.
I have to say, I was also a little perturbed by this experience. I felt a bit deceived and lied to. So, for those people who are looking to hire a speaker or coach; whether it’s a life coach, sales coach, executive coach or trainer for your sales and management team, remember this. You’ll be able to recognize the really great trainers and coaches by the ones who focus on delivering value to you immediately and are tuned into your objectives, your personal and unique needs and the measurable results you can and want to expect. (?And by the way, here’s a list of all my clients that you can call at any time.?)
The first experience you have with them and the way you feel after talking with them is typically the way they will present, train and coach your staff because they masterfully model what they teach. The other stuff, (the things I’m guilty of as well but recognize them for what they are); the sharp websites, good looking pictures and strong value proposition is still, at the end of the day, fluff.
If this guy with the golden tongue is the guru, then we desperately need to re-evaluate the standards and perceptions which we have of these self proclaimed gurus. Are we buying into them a bit too much? Do we believe their marketing message over the core value they can actually deliver on in a measurably positive way?
Hmmm, note to self: Find out what companies he?s trained and sell your stocks in them-immediately.
";s:14:"date_timestamp";i:1137719690;}i:8;a:13:{s:5:"title";s:44:"If Time Is Money, Then Where?s Your Routine?";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/22";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/22#comments";s:7:"pubdate";s:31:"Mon, 05 Dec 2005 19:42:03 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:236:"Everything I Ever Knew About SellingProspecting, Cold Calling and NetworkingInsights in BusinessExperiences in MarketingClients are fun. Case Studies in Sales and Leadership CHow are you? Fine? Good. Life in General...Leadership Academy";s:4:"guid";s:36:"http://blog.profitbuilders.com/?p=22";s:11:"description";s:381:"My wife and I were finalizing the kitchen design in our new home, when my phone rang. “Keith Rosen?” A strong, resonating voice on the other end of the phone asked. “Who’s calling?” I responded. “Joe Connolly withThe Wall Street Journal and WCBS Radio,” he announced. No wonder why he’s on the radio. “Hi, Joe!” I [...]";s:7:"content";a:1:{s:7:"encoded";s:6720:"My wife and I were finalizing the kitchen design in our new home, when my phone rang. “Keith Rosen?” A strong, resonating voice on the other end of the phone asked.
“Who’s calling?” I responded.
“Joe Connolly withThe Wall Street Journal and WCBS Radio,” he announced. No wonder why he’s on the radio.
“Hi, Joe!” I replied. How can I help you?”
“Keith, I just finished reading an article in the Wall Street Journal about you and your approach to prospecting and cold calling. It seems this article originally ran in Inc. magazine. Is that correct?”
“Yes, Joe, that’s right.”
“Very interesting stuff you’re doing. We’re hosting our next Small Business Breakfast in Connecticut next month and wanted to see if you would be interested in sitting on our panel of experts.”
“Thanks for the invitation, Joe. What are the details?”
“We’d like for you to sit on our panel and answer some questions on the topics of your two books on time management and cold calling. This event would be Wednesday morning, May 18 at the Hyatt Regency in Greenwich, Connecticut. We would need you there at 7:30am. There will be about 600-700 people in attendance, all local professionals as well as our sponsors. One more thing, Keith, would you mind if I asked you a few questions, right now [on the record].”
“Sure. Feel free to ask me anything you’d like.”
After about 20 minutes, we concluded our conversation.
Make time your ally. Eliminate at least 2 hours of your workload each day and do more of the things you want to do. Here?s how you can start taking control of your day, and your life.
Find out more here
“Keith, you’d really be a perfect fit for this event. I hope you can make it.”
“Thanks, Joe. It sounds like it would be fun! I hope I can make it as well.” I told Joe that I would confirm with him within the next day whether or not I would be available.
Step one, good news. The date was opened. After confirming my availability with Joe, we discussed some additional details of this event.
Fortunately, I asked my dad if he was available to come along and he joined me for the ride. Like any other successful business event, the venders were set up outside of the ballroom, doing their best to mine for prospects in this qualified crowd of professionals. People were chatting and networking themselves through the crowd, as they made their way to a seat in the ballroom of the Hyatt Regency.
The next time Joe and I spoke was the day of the event. The panelists took their position and Joe began the job of moderating and facilitating. He introduced the panelists. When it came to me, he added, “After speaking with Keith, I knew he was the real deal, especially when I asked him if he could commit to the date. Instead of saying, “Yes” on the spot which, according to Keith can mean you’re a “Yesaholic” he responded with, “Thanks Joe, let me check my schedule and I’ll call you back.” So, not only did he write the book on time management, here’s a guy who practices what he preaches.”
A question came my way. It was on how to best manage your time. “Hi Keith,” the gentleman in the audience began. “What strategies would you suggest to better manage your time?” Given the reason why I was seated on this panel, an appropriate question.
My first response was to say this, “Stop. Stop trying to manage something that you cannot manage in the first place.”
Blank stares. “Let me explain, I continued.”
“But first, let me tee it up with a question I have for all of you.”
“How many of you are familiar with the expression, time is money?”
About everyone raise their hand.
I then asked, “By a show of hands, how many of you manage your money in some way? Whether you use a stock broker, financial advisor, accountant, bank or just do it yourself, raise your hand if you manage your money ins some way.”
A few seconds later, several hundred people raised their hand; a good 90% of the audience.
Finally the point blank coaching question; “How many of you manage your time as diligently as you manage your money? In other words, raise your hand if you have a consistent, weekly routine that you follow from the time you wake up in the morning up until the time you end your day, [whether that’s when you end your work day or go to sleep] that contains the specific, measurable activities and tasks you engage in that move you closer to your goals, while keeping your life in a happy balance?”
A few seconds later, I thought I might have to repeat the question. Not a hand went up. I’m not surprised. After all, it was my clients who inspired me to write a book on time management in the first place.
In a room filled with highly successful professionals, there wasn’t one person in the room who could confidently raise their hand and say, “Yes! I have that!”
And yet these people are still successful (however you define what “successful” is).
“Is that some irony,” I continued after my question. “Here we are, on the surface believing that time is money, yet when it comes down to it, we’re not managing our time and ourselves the way we manage our money. We don’t give our time the same respect, diligence and planning it deserves the way we do money.”
“And the kicker is, once you invest your time, you don’t get it back. You can’t double it, invest it or save it for a rainy day or slow it down. That’s why it’s important to shift the focus from trying to manage your ‘time’ to managing what you can control, which is yourself and the actions you take each day. You can control where you invest your time, rather than other people or situations doing it for you. That’s why the foundation to living your potential is to first upgrade your relationship with time so that time becomes your ally not your adversary or something you try to beat out each day. Then you can begin the process of developing a routine.”
The universal law certainly applies; we resist what we need to learn the most.
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/22/feed/";}s:7:"summary";s:381:"My wife and I were finalizing the kitchen design in our new home, when my phone rang. “Keith Rosen?” A strong, resonating voice on the other end of the phone asked. “Who’s calling?” I responded. “Joe Connolly withThe Wall Street Journal and WCBS Radio,” he announced. No wonder why he’s on the radio. “Hi, Joe!” I [...]";s:12:"atom_content";s:6720:"My wife and I were finalizing the kitchen design in our new home, when my phone rang. “Keith Rosen?” A strong, resonating voice on the other end of the phone asked.
“Who’s calling?” I responded.
“Joe Connolly withThe Wall Street Journal and WCBS Radio,” he announced. No wonder why he’s on the radio.
“Hi, Joe!” I replied. How can I help you?”
“Keith, I just finished reading an article in the Wall Street Journal about you and your approach to prospecting and cold calling. It seems this article originally ran in Inc. magazine. Is that correct?”
“Yes, Joe, that’s right.”
“Very interesting stuff you’re doing. We’re hosting our next Small Business Breakfast in Connecticut next month and wanted to see if you would be interested in sitting on our panel of experts.”
“Thanks for the invitation, Joe. What are the details?”
“We’d like for you to sit on our panel and answer some questions on the topics of your two books on time management and cold calling. This event would be Wednesday morning, May 18 at the Hyatt Regency in Greenwich, Connecticut. We would need you there at 7:30am. There will be about 600-700 people in attendance, all local professionals as well as our sponsors. One more thing, Keith, would you mind if I asked you a few questions, right now [on the record].”
“Sure. Feel free to ask me anything you’d like.”
After about 20 minutes, we concluded our conversation.
Make time your ally. Eliminate at least 2 hours of your workload each day and do more of the things you want to do. Here?s how you can start taking control of your day, and your life.
Find out more here
“Keith, you’d really be a perfect fit for this event. I hope you can make it.”
“Thanks, Joe. It sounds like it would be fun! I hope I can make it as well.” I told Joe that I would confirm with him within the next day whether or not I would be available.
Step one, good news. The date was opened. After confirming my availability with Joe, we discussed some additional details of this event.
Fortunately, I asked my dad if he was available to come along and he joined me for the ride. Like any other successful business event, the venders were set up outside of the ballroom, doing their best to mine for prospects in this qualified crowd of professionals. People were chatting and networking themselves through the crowd, as they made their way to a seat in the ballroom of the Hyatt Regency.
The next time Joe and I spoke was the day of the event. The panelists took their position and Joe began the job of moderating and facilitating. He introduced the panelists. When it came to me, he added, “After speaking with Keith, I knew he was the real deal, especially when I asked him if he could commit to the date. Instead of saying, “Yes” on the spot which, according to Keith can mean you’re a “Yesaholic” he responded with, “Thanks Joe, let me check my schedule and I’ll call you back.” So, not only did he write the book on time management, here’s a guy who practices what he preaches.”
A question came my way. It was on how to best manage your time. “Hi Keith,” the gentleman in the audience began. “What strategies would you suggest to better manage your time?” Given the reason why I was seated on this panel, an appropriate question.
My first response was to say this, “Stop. Stop trying to manage something that you cannot manage in the first place.”
Blank stares. “Let me explain, I continued.”
“But first, let me tee it up with a question I have for all of you.”
“How many of you are familiar with the expression, time is money?”
About everyone raise their hand.
I then asked, “By a show of hands, how many of you manage your money in some way? Whether you use a stock broker, financial advisor, accountant, bank or just do it yourself, raise your hand if you manage your money ins some way.”
A few seconds later, several hundred people raised their hand; a good 90% of the audience.
Finally the point blank coaching question; “How many of you manage your time as diligently as you manage your money? In other words, raise your hand if you have a consistent, weekly routine that you follow from the time you wake up in the morning up until the time you end your day, [whether that’s when you end your work day or go to sleep] that contains the specific, measurable activities and tasks you engage in that move you closer to your goals, while keeping your life in a happy balance?”
A few seconds later, I thought I might have to repeat the question. Not a hand went up. I’m not surprised. After all, it was my clients who inspired me to write a book on time management in the first place.
In a room filled with highly successful professionals, there wasn’t one person in the room who could confidently raise their hand and say, “Yes! I have that!”
And yet these people are still successful (however you define what “successful” is).
“Is that some irony,” I continued after my question. “Here we are, on the surface believing that time is money, yet when it comes down to it, we’re not managing our time and ourselves the way we manage our money. We don’t give our time the same respect, diligence and planning it deserves the way we do money.”
“And the kicker is, once you invest your time, you don’t get it back. You can’t double it, invest it or save it for a rainy day or slow it down. That’s why it’s important to shift the focus from trying to manage your ‘time’ to managing what you can control, which is yourself and the actions you take each day. You can control where you invest your time, rather than other people or situations doing it for you. That’s why the foundation to living your potential is to first upgrade your relationship with time so that time becomes your ally not your adversary or something you try to beat out each day. Then you can begin the process of developing a routine.”
The universal law certainly applies; we resist what we need to learn the most.
";s:14:"date_timestamp";i:1133811723;}i:9;a:13:{s:5:"title";s:51:"Don?t Blame The Game, Blame The Player(?s approach)";s:4:"link";s:42:"http://blog.profitbuilders.com/archives/28";s:8:"comments";s:51:"http://blog.profitbuilders.com/archives/28#comments";s:7:"pubdate";s:31:"Thu, 01 Dec 2005 18:21:49 +0000";s:2:"dc";a:1:{s:7:"creator";s:13:"Administrator";}s:8:"category";s:218:"Everything I Ever Knew About SellingProspecting, Cold Calling and NetworkingInsights in BusinessExperiences in MarketingClients are fun. Case Studies in Sales and Leadership CHow are you? Fine? Good. Life in General...";s:4:"guid";s:36:"http://blog.profitbuilders.com/?p=28";s:11:"description";s:232:""Cold Calling Doesn't Work." I strongly dislike when people say this simply because it's the furthest thing from the truth. You've been duped into believing that cold calling doesn't work when the fact is, it's all in the approach.";s:7:"content";a:1:{s:7:"encoded";s:5015:"“Cold calling doesn’t work in our business.”
“I’m not good at cold calling.”
“I’ve tried it and it didn’t work for me.”
“I had a horrible experience cold calling.”
“I hate when telemarketers call me.”
Whatever the reason, whatever the story, it’s a common belief amongst business owners and salespeople that prospecting; more specifically, cold calling is not the first thing people happily jump to do when starting their day.
When I interview clients who want to hire me as their sales coach to assist them in developing or refining their prospecting and cold calling strategy to generate more prospects, I ask them to ‘pitch’ me on the spot. Here’s how the conversation typically flows.
“Right now?” they reply surprisingly.
“Sure,” I say. “After all, you have a choice. You can either practice on me or practice on your prospects.”
“Well, okay. But I never really liked to role play.” (A salesperson who doesn’t like to role play? I’m shocked…)
A few minutes later, they give me their cold calling ‘pitch’, a few examples of the types of voice mails they leave and what it sounds like when they introduce themselves at a networking event.
“So, what do you think, Keith?”
“I think I have great news for you.” I reply confidently.
“The good news is, we’re going to change your approach around. We’re going to fine tune some of the things you’re doing and develop more compelling language in your opening statement, which will eliminate the initial objections you’re hearing and get you in front of more qualified prospects faster. Here’s where we create some new possibilities for you. So if you’re ready, I’d be happy to share with you in more detail what I’m hearing and some areas I see that we can work on. Ready?”
“Sure.”
“Great. Now, you said earlier that you feel as if cold calling doesn’t work for you.”
“Yes, that’s right. It doesn’t seem to be effective in my business. I’m certainly not getting any results or should I say, I’m not getting the results I used to get.”
“Oh, so there was a time when you did generate some results from cold calling?”
“Oh, yes.”
“So, what’s changed?”
“I’m not sure. That’s why I’m calling you.”
“Have you ever been trained or coached in how to cold call effectively?”
“No.”
“So, how did you learn?”
“I picked up the phone and started dialing. I’ve seen some other people do it, some co-workers, my manager, but that’s it.”
“Did you ever consider that it’s not the cold calling doesn’t work but the way you’re cold calling that doesn’t work? In other words, consider that it’s more about your approach; what you say and how you say it. Let me explain,” I continued.
“For example, if I asked you to go outside and dig a ten foot deep hole with a spoon, do you learn the lesson, “Well, I guess I can’t dig holes very well” or is the real lesson; “If I had the right tools I would have been able to accomplish this goal faster, with less effort.” You see, it’s all about the tools you’re using when cold calling. Even if you handed Tiger Wood, the greatest golfer in the world a pair of lefty clubs, while he still may outperform most golfers he would not be able to operate at his best, at the pinnacle of his potential, simply because he’s using the wrong tools. The same philosophy applies to your career and to cold calling.”
“Wow, Keith, that makes perfect sense. I really never thought of it that way.”
“Well, as you mentioned, that’s the reason why you called me, right?”
“Absolutely!”
####
When managers call me looking to see how they can boost their sales numbers by getting in front of more qualified prospects, I ask them if they have ever provided their sales team with any specific training and coaching regarding cold calling and prospecting. Most say “No” yet still expect their sales team to continually produce better results in less time. That’s the same thing as expecting to shoot a 75 your first month as a new golfer without any lessons or coaching.
Ask yourself, are you using the right tools or are you still trying to drive your cold calling process or new business development strategy forward using four square wheels?
In other words, there ain’t no cheese down that tunnel.
";}s:3:"wfw";a:1:{s:10:"commentrss";s:48:"http://blog.profitbuilders.com/archives/28/feed/";}s:7:"summary";s:232:""Cold Calling Doesn't Work." I strongly dislike when people say this simply because it's the furthest thing from the truth. You've been duped into believing that cold calling doesn't work when the fact is, it's all in the approach.";s:12:"atom_content";s:5015:"“Cold calling doesn’t work in our business.”
“I’m not good at cold calling.”
“I’ve tried it and it didn’t work for me.”
“I had a horrible experience cold calling.”
“I hate when telemarketers call me.”
Whatever the reason, whatever the story, it’s a common belief amongst business owners and salespeople that prospecting; more specifically, cold calling is not the first thing people happily jump to do when starting their day.
When I interview clients who want to hire me as their sales coach to assist them in developing or refining their prospecting and cold calling strategy to generate more prospects, I ask them to ‘pitch’ me on the spot. Here’s how the conversation typically flows.
“Right now?” they reply surprisingly.
“Sure,” I say. “After all, you have a choice. You can either practice on me or practice on your prospects.”
“Well, okay. But I never really liked to role play.” (A salesperson who doesn’t like to role play? I’m shocked…)
A few minutes later, they give me their cold calling ‘pitch’, a few examples of the types of voice mails they leave and what it sounds like when they introduce themselves at a networking event.
“So, what do you think, Keith?”
“I think I have great news for you.” I reply confidently.
“The good news is, we’re going to change your approach around. We’re going to fine tune some of the things you’re doing and develop more compelling language in your opening statement, which will eliminate the initial objections you’re hearing and get you in front of more qualified prospects faster. Here’s where we create some new possibilities for you. So if you’re ready, I’d be happy to share with you in more detail what I’m hearing and some areas I see that we can work on. Ready?”
“Sure.”
“Great. Now, you said earlier that you feel as if cold calling doesn’t work for you.”
“Yes, that’s right. It doesn’t seem to be effective in my business. I’m certainly not getting any results or should I say, I’m not getting the results I used to get.”
“Oh, so there was a time when you did generate some results from cold calling?”
“Oh, yes.”
“So, what’s changed?”
“I’m not sure. That’s why I’m calling you.”
“Have you ever been trained or coached in how to cold call effectively?”
“No.”
“So, how did you learn?”
“I picked up the phone and started dialing. I’ve seen some other people do it, some co-workers, my manager, but that’s it.”
“Did you ever consider that it’s not the cold calling doesn’t work but the way you’re cold calling that doesn’t work? In other words, consider that it’s more about your approach; what you say and how you say it. Let me explain,” I continued.
“For example, if I asked you to go outside and dig a ten foot deep hole with a spoon, do you learn the lesson, “Well, I guess I can’t dig holes very well” or is the real lesson; “If I had the right tools I would have been able to accomplish this goal faster, with less effort.” You see, it’s all about the tools you’re using when cold calling. Even if you handed Tiger Wood, the greatest golfer in the world a pair of lefty clubs, while he still may outperform most golfers he would not be able to operate at his best, at the pinnacle of his potential, simply because he’s using the wrong tools. The same philosophy applies to your career and to cold calling.”
“Wow, Keith, that makes perfect sense. I really never thought of it that way.”
“Well, as you mentioned, that’s the reason why you called me, right?”
“Absolutely!”
####
When managers call me looking to see how they can boost their sales numbers by getting in front of more qualified prospects, I ask them if they have ever provided their sales team with any specific training and coaching regarding cold calling and prospecting. Most say “No” yet still expect their sales team to continually produce better results in less time. That’s the same thing as expecting to shoot a 75 your first month as a new golfer without any lessons or coaching.
Ask yourself, are you using the right tools or are you still trying to drive your cold calling process or new business development strategy forward using four square wheels?
In other words, there ain’t no cheese down that tunnel.
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