In my Dallas sales training business, it never ceases to amaze me how few salespeople I meet who actually love selling, like I do. Worse yet, it appears that a huge number literally hate it - but keep on only because they need a job!

Ask anyone outside the sales profession why they don't like to sell, and they'll tell you, "I hate selling."

There is one reason, and one reason only, why anyone hates selling:

It's because they are inept at it.

They've failed at it.

They can't do it.

This is true in any profession, or any activity in the world, for that matter. People who tell you they hate playing golf - myself included - hate it because they suck at it. 

Want To Be Successful? Love What You Do!

It was Socrates who first said it, and it's been repeated by dozens of authors and success philosophers down the centuries: "The only unsuccessful men are those who have not yet found the work they like best."

It's a plain and simple fact that when one is doing the work one likes best, that person is happy, successful, and prosperous.

Work is no longer work. It becomes a labor of love, a joy, to perform.

When I was asked to give an presentation recently on what the #1 cause of sales turnover is, since sales turnover is EXTREMELY expensive for organizations, I had a research assistant find out, and pages and pages of research and case studies all gave the same answer:

Salespeople quit their jobs when they don't like them.

Going deeper into the research, the #1 reason why salespeople don't like their jobs is cold calling. In fact a surprisingly large majority said they'd rather have a root canal than make 100 cold calls.

Is it any wonder, then, that so many salespeople are failures, when they literally HATE what they're doing for a living? When they'd rather have a freaking ROOT CANAL than go to work?

On the other side of the coin, the report contained numerous surveys of business owners & senior executives. When asked what they dislike most about their work, the answer was consistently the same: Receiving cold calls.

The Shortcut to Sales Success

It's well-known to everyone that, no matter how cliche it may sound, the first requirement of success is a positive mental attitude. And you can never have that in your work if you hate your work!

Simply having that positive attitude, and the upbeat enthusiasm that goes with it, makes you magnetically attractive to prospects. They can't resist wanting to BUY from you.

And knowing that cold calling, above everything else combined, is the #1 reason that makes salespeople hate their jobs and destroys positive attitude, the shortcut to sales success is very plain and simple: STOP COLD CALLING! NOW! TODAY!

I was listening to a discussion about how the Big Three U.S. automakers, who seem to be perpetually in financial trouble, don’t hesitate to spend hundreds of millions of dollars each on television advertising that simply doesn’t work.

As an example, after Ford Motor Company sponsored American Idol and ran their commercials endlessly during one season of that show, 90% of viewers surveyed couldn’t even remember which car company it was running the commercials!

Nevertheless, they continue anyway, thanks to whatever crap they learned in MBA school about “building your brand” and other such rubbish.

What they’re missing is a key rule of business – and one that’s especially applicable to sales. And here it is:

“Nothing speaks like results.”

Instead of focusing on what gets results – and using methods of marketing and advertising where results can be measured in the first place – Ford was doing what they’d been told they’re “supposed” to do.

(Interestingly, I also recently learned that many of the big Madison Avenue advertising agencies go to great lengths to prevent their clients from seeing the results, even when they are measurable.)

And just what do sales managers tell us we’re “supposed” to do?

“Make 100 cold calls a day! Smile and dial! Pound the pavement!”

The good news is that those methods are measurable. The bad news? The return on any type of cold calling techniques are consistently 1% – in other words, they don’t work!

I even had one particular nutjob sales manager who had a big “Wheel of Fortune” style wheel in the office. Everyone got to spin it each morning at the absurdly early 7:30am sales meeting to find out if you’d be telemarketing, canvassing door-to-door, calling a list of old worthless leads who no one else had succeeded with, and so on.

But, as I said earlier:

“Nothing speaks like results.”

When you’re bringing in sales – and sales are all that matters in the end, because that’s how both you and your manager get paid – no one will really care how you’re getting them.

The moron with the “Wheel of Fortune” game every morning started leaving me alone a few months after I was hired, when my sales numbers reached a very high – and very consistent – level. He didn’t care that I wasn’t cold calling, as long as I pretended to play along with his dumb wheel game every day.

Here’s the bottom line:

If you’re bringing in high sales numbers, and doing it consistently, your sales manager WON’T CARE how you’re doing it – as long as you’re doing it!

If you’re NOT doing that now, it means that what you ARE doing isn’t working.

When something isn’t working, the solution isn’t to do more of it. It’s to change your activities and your behavior to something that does work.

And guess what? Cold calling DOES NOT work, not anymore, not in today’s economy!

The solution, therefore, is to STOP cold calling and START doing something that works instead!

And just what are those things? The answers are endless. Not long ago, I sat down to brainstorm ideas with another sales author, and within 30 seconds we had come up with over two dozen methods to effectively get leads without cold calling. In my Dallas sales training business, we teach sales teams everything from how to use Facebook and LinkedIn to generate a massive business network and endless supply of hot, qualified leads, to good old-fashioned stuff that still works today, such as effective in-person networking. In between there's everything from social media to lead-generation websites to free public speaking to become an authority in your community.

No matter what methods you choose, nothing will change the reality that cold calling consistently has the lowest percentage of sales call success, so stop cold calling immediately!

That's right. If you want more sales, be offensive.

No, I don't mean being a jerk, or being profane, or anything like that.

I mean going on the OFFENSE.

Everyone knows that in any situation, negotiation, or sales transaction, you never, never want to be on the defense. Once you're on the defense, your opponent is in control. And once that happens, you're screwed.

Just watch a boxing match. As soon as one boxer is backed into a corner and his opponent is hammering him with a flurry of punches, it's pretty much all over for him.

Offense and Defense in Selling

For some bizarre reason, few salespeople are taught the principles of negotiating. This is a sad fact, since negotiation is the very essence of selling. Every - and I mean every - sales interaction is a negotiation.

I'm not necessarily talking about price negotiation, either. Even if you mail out an introductory letter or send a "cold" direct message on LinkedIn, you're negotiating, because you're asking for something from the prospect - an appointment, or a call back, a web conference, a referral - and as long as you're trying to get something, you're negotiating, whether you realize it or not.

The winner and the loser in every negotiation are determined by a very simple formula: The person with the power wins. The person without the power loses. End of story.

Power in Selling

Who has the power in selling - or in any negotiation, for that matter?

The person with the power is the one on the offensive, the one who can say either "yes" or "no."

The person without the power - the loser in the end - is the one who is on the defensive, who wants or needs something, and has given the other person the ability to say either "yes" or "no."

Why Most Salespeople are Losers

It's sad but true that most salespeople are losers at this game. I remember being told that 20-25% is a good (?) closing rate. It wasn't until I was closing upwards of 80% of my prospects that I realized just how foolish a statement that is!

Here's how salespeople give up their power, each and every time: They make it very clear that they want or need something - a sale - and then the prospect automatically has the power to say "yes" or "no."

The salesperson is instantly put on the defensive, and has no way out. 

And the best way of all to get backed into a corner with no way out is to start a sales process with a cold call. Nothing says "I need a sale," or even, "I'm desperate for a sale," more than cold calling!

It's a guaranteed way to NEVER, EVER have power in selling, to always be on the defensive, and to have a miserable closing rate in sales.

And don't even get me started on the basic third-grade math of cold calling: Since the usual result of a cold call is nothing, then making 50 or 100 of them won't help either! I learned in third grade that 100 X 0 still equals ... ZERO! Nothing! Nada!

So forget about cold calling, for good, unless you want to be powerless, on the defensive, and get dismal sales results day in and day out. 

Are you afraid of trying something new? Remember, the worst that can happen is nothing. Since nothing is the usual result of a cold call anyway, you've got nothing to lose and everything to gain. So get out there and try something new and different. Besides, doing something different is fun. And that alone will make your job a lot easier!

I was reading a book by Dan Kennedy yesterday and he quoted another author on the topic of achieving what you want. I don’t remember the other author’s name, or even the quote exactly, but it was something like this:

“To win, forget results. Focus on process.”

As an example, he explained that if you want to improve your golf score, you don’t focus on hitting hole-in-ones. You focus on fundamentals like your grip and your swing, and the results will naturally follow.

Likewise, in negotiating, he explained that there’s no way to force someone to give in to your demands, unless of course you’re in the Mafia – as The Godfather put it, “I’m gonna make him an offer he can’t refuse!”

The same is true in sales. You cannot control the outcome of a sale. There are too many variables – the prospect’s ability to pay, their real need or desire for the product, whether the prospect can even make the buying decision or if it must go to committee, and so on.

However, there is one thing you CAN control in sales. One and only one thing. And those are our sales activities.

Control Sales Activities To Get More Sales

I’ve said many times that in sales, you’re paid ONLY for completed sales. You’re not paid for going to appointments, for time spent driving in your car, for cold calling, for going to sales meetings & mandatory training, and so on. The ONLY thing you get paid a commission for is a completed sale.

No exceptions.

But far too many salespeople, and especially sales managers, don’t seem to understand this. Remember my article about the myth that “if X number of sales equals X number of appointments and X percentage of appointments turns into a sale and each sale is worth X, then each cold call puts X dollars in your pocket!”

Of course that old line is a lie and a sham, because if it were true, companies would pay salespeople per cold call, not per completed sale!

The truth is that no one really cares how or where you get your leads. All they care about is that you bring in completed sales. That’s why we have sales quotas. Only the dumbest and most mismanaged of companies have activity quotas. (But, sadly, some actually do.)

To Get More Sales, Forget About Sales Results

Unfortunately, to go back to the golf analogy, most salespeople shoot for the hole-in-one. They don’t focus on the fundamentals.

That’s also why most salespeople fail.

The truth of the matter is that, unless you’re The Godfather, you can’t force people to buy. All you can do is take them through a natural, logical sales process that induces them to buy.

In the few books Napoleon Hill wrote on sales – he spent part of his early career as a sales trainer – he explained that a good salesperson never has to use “closes.” A good salesperson takes the prospect through a natural process that induces them to simply and willingly BUY in the end.

A Sales Process That Works – and One That Doesn’t

If you’re going to expect sales success, you must begin each and every sales interaction correctly, right from the start – remember, focus on the process, not the result!

The absolute worst way to begin a sales transaction is with a cold call. For starters, 80% of decision makers simply don’t take them anymore (source: University of North Carolina’s Business School), so you’re restricted to dealing with the 20% of the market that is bombarded with salespeople, and has extremely high sales resistance as a result.

You also put yourself in a position of weakness. A basic law of negotiation is that the person who displays, up-front, that they have a need is in the weak position, and by making a cold call, you communicate that you need a sale.

The key to sales success, and a correct sales process that DOES result in sales is, therefore, to stop cold calling. Forever.

And let’s face it – there’s really no sense in continuing to cold call when even university studies have concluded that 4 out of 5 people will never respond. That’s pretty bad odds. And in terms of actual sales results, it’s even worse than that.

I belong to a Master Mind group here in Dallas consisting of a few other business owners. We meet once a month for a full half-day, and in the true Master Mind format as introduced to the world by Napoleon Hill, we each describe our current greatest challenge, and the other members discuss it and provide input and suggestions.

The results are frequently astounding.

At yesterday’s monthly meeting, one business owner explained that she was having a tremendous problem with keeping her sales reps motivated.

And that’s when someone came up with a BRILLIANT solution to the problem, one that he’s used with great success in his own business.

“The Ultimate Sales Call”

We all know that the absolute best time to go out and sell is immediately after you close a big sale and are on that natural high that follows! That’s how salespeople “get on a roll” – they ride the emotional high of closing a large sale, or difficult sale, or one they’ve been after for a long time.

I’m sure you’ve experienced this yourself!

The suggestion given to that particular business owner’s problem was simple:

Record all of your sales calls (meaning appointments).

When you have one of those REALLY great ones, hang onto that recording, save it to your computer, put it on your iPad or on a CD in the car, etc.

Then, each and every morning before going out to sell for the day, LISTEN TO IT!

Even if your best sales call ever happened months or even years ago, listening to it in the morning, before going to work, will create the effect of being back on that emotional high you experienced after closing that sale!

The Psychology of Sales Success

I’ve explained “rolls” and “ruts” before. You “get on a roll” after experiencing a great success, as I’ve just described.

The emotions carry over, and your body language, vocal intonation, and other sub-communication transmit your enthusiasm and confidence to the prospect, and it makes them want to BUY from you. No hard selling required!

On the other hand, when you get into a “rut,” you may have noticed how difficult it is to get out of, and you seem to get deeper and deeper into it.

I discovered the reason why while studying the science of social dynamics.

Most people seem to believe that repeated failure and rejection will “steel you against it” to where you eventually become immune to it.

But, the reality is different. The truth is that repeated rejection beats you down subconsciously until your enthusiasm is destroyed. This comes across to prospects via your sub-communication, and it repels them. It makes them not want to buy from you. Or even be around you, for that matter.

The biggest culprit of all when it comes to this problem is cold calling.

When you’re rejected 98 out of every 100 times, your subconscious mind gets beaten down fast. So if you want to EXPLODE your sales – FAST – then follow these two steps:

1. Record your sales calls until you find that “best” sales call. Then listen to it every morning before you begin your selling day!

2. Stop cold calling immediately. As the science of social dynamics explains, the repeated rejection of cold calling will put you into a sales rut, one that’s nearly impossible to get out of.

Last week I had the honor and privilege of attending the opening dedication ceremony for the George W. Bush Presidential Library right here in Dallas, Texas.

I walked out with three things:

1. A day I’ll never forget
2. A sunburn
3. Some VERY eye-opening insights into sales and power

Why People Succeed – In Sales and in Life

As I sat there and watched the five living US presidents speak, and observed the many other world leaders and people of power and influence present, something became perfectly clear:

None of these people chase. None of them seek approval. None of them supplicate. None of them EVER give up their power!

I’ve known this for a long time. Many people have written to me, explaining that many of the principles taught in the Never Cold Call Again system, in the module on the psychological aspects of selling, have not only exploded their sales careers, but have vastly improved the personal aspects of their lives.

Parents are finally getting their children to listen. Married couples are enjoying more harmonious relationships with less conflict. Single people are getting dates a whole lot easier.

But it wasn’t until this past Thursday, when I watched some VERY powerful people, that this concept really hit home. Powerful people NEVER chase, seek approval, or supplicate!

Why Salespeople Fail

Salespeople fail for one reason and one reason only – and it’s the opposite of what I just described. It’s because they chase, seek approval from others, and supplicate to prospects!

Everyone has done it: Saying things that give away your power, like, “I’ll be at your beck and call if you’ll trust me with your business.” Or endlessly leaving voicemails that are never returned, or calling those annoying prospects every six months who tell you to call back in another six months – I used to sit near a sales rep who did this each and every morning and it was horrifying!

But the most egregious offense of all, when it comes to giving away your power and letting prospects rule you and decide your fate, is cold calling.

Nothing says desperate, chasing, approval-seeking, and just plain weak more than cold calling does. It shows that youneed a sale, and when you need something, no one wants to give it to you!

I coined a term a few years ago that I remind salespeople constantly: “Those who are chased never want to be caught!” Think of a cat. The only way to get a cat to come to you is to ignore it, or at least pretend to.

And you need to do the same with your ideal sales prospects: You need to “pretend” to ignore them, while using strategic methods to reel them in and get them to BUY!

Do that instead of cold calling, and watch your sales numbers explode and your stress disappear!

New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit http://www.nevercoldcall.com

WEBINAR: Get Hot Leads and Easy Sales with LinkedIn, Part 2!

DATE: Wednesday, April 24th
TIME: 11 AM and again at 3 PM Eastern Time
PRICE: $20

It’s finally here – the follow-up to my most popular webinar ever!

This coming Wednesday, April 24th, I’ll be presenting my all-new webinar, Get Hot Leads and Easy Sales with LinkedIn, Part 2, at 11:00 AM Eastern time, and again at 3:00 PM Eastern time.

This webinar will be LIVE and will contain ALL-NEW content on how to use LinkedIn to literally flood yourself with leads and sales!

The first LinkedIn webinar I presented was about how to use LinkedIn to find and connect with your ideal prospects. This follow-up webinar is specifically about how to position yourself to become highly visible on LinkedIn, so that your ideal prospects and customers will find and connect with YOU!

LinkedIn is the premier business social media site, and thousands of deals take place there every day. And it’s rich with hot leads – and EASY to find and connect with them! LinkedIn alone could provide you with all the leads you need, and more, eliminating cold calling forever.

Learn how on this webinar! I’ll be presenting for over one hour, followed by 30 minutes of live Q&A.

 -> Register Here:

Click Here to Register for the 11:00 AM Session

Click Here to Register for the 3:00 PM Session

What You’ll Learn:

- Secrets to configure your LinkedIn profile for maximum visibility
- Tactics to build the RIGHT network on LinkedIn
- How to position yourself so your ideal prospects contact YOU
- Laser-targeted methods to connect with the EXACT people you want
- Little known tricks to get personal emails and other info on high-level prospects
- How to use LinkedIn to establish yourself as THE authority in your industry

– … and much more!

Can’t Make Either Session?

No problem! I’m going to record the webinar as it happens, and you’ll receive a recording the following day. So register anyway to be sure you don’t miss out on this powerful, hard-hitting content.

And if you can make either time, you’ll also receive the replay, so you can continually refer back to the material as needed in the future.

 -> Register Here:

Click Here to Register for the 11:00 AM Session

Click Here to Register for the 3:00 PM Session

I look forward to seeing you there!

To your success!

Frank Rumbauskas

I’ve been sick for the past week, and I hate it. The stuffy nose, congested head, fever and aches, coughing … you name it, I just want it all to go away!

But the worst part is how far behind I’ve fallen on work. First I was traveling for a week, and then I got sick almost as soon as I returned home. So that’s two full weeks out of the office. (I’m writing this from home, in case you’re wondering.)

Every day I say I hope I can get back there, and every day it doesn’t happen – I wake up feeling way too lousy!

The worst part of not being able to work is how out of control I feel. And that gave me the thought that led me to write this email.

Are YOU Out of Control?

That’s the question you’ve got to ask yourself, at least as it applies to your sales career: Are you out of control?

More specifically, do YOU control what your sales numbers are going to be each month? Or do you leave it to chance, luck, and hope?

Baylor University recently released the results of a new study on cold calling, and it was ugly. I won’t go into all the details here but the bottom line was this:

Experienced salespeople typically spend 7.5 hours cold calling per each qualified appointment set. (The key word is QUALIFIED – meaning not just anyone who agrees to meet with you, but rather, someone who has a high probability of buying.)

I’ve quoted numerous studies and statistics to prove that cold calling is dead, but this most recent one really takes the cake. It goes to show that salespeople who continue to depend on cold calling as their lead source are … out of control.

When you’re cold calling, you’re essentially gambling. You’re leaving your odds of making a sale completely to chance and luck – the chance that the person you’re calling on at random needs your product, is in a buying cycle for it, can pay for it, and isn’t one of the 4 out of 5 who automatically rejects all cold calls.

(By the way, Baylor University put that number at 72% while the University of North Carolina put it at 80%. Either way, it’s horrible.)

The bottom line is this: If you’re cold calling, you have zero self-determination as to what your sales numbers will look like any given day, week, or month.

Don’t Be Out of Control!

Becoming a hugely successful salesperson, one who does control his or her outcome, means that cold calling isn’t an option.

You need to use effective, intelligent methods that accomplish two things:

1. Gain access to those 4 out of 5 prospects who won’t take cold calls. As long as the cold callers are all fighting over the same 20% of the market, that leaves 80% ripe for the picking, if you know how to get to them!

2. Get hot, qualified prospects who are ready, willing, and able to buy your product or service – people who are ready to buy right now – coming to you.

Sure, it may sound hard, but it’s not. If you would just throw away all those sales books written by self-proclaimed "experts" who are still teaching 1980s sales puke, and would open your mind and learn how to use the Internet, Social Media, get good at networking and serving others before expecting to GET anything first, you'll be able to stop cold calling forever, and your sales career will soar!

New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit http://www.nevercoldcall.com

It’s not just a new month – it’s a very special new month – and year – here at NeverColdCall.com. It was 10 years ago this month that the idea for NeverColdCall.com was born, and I began putting it in writing!

I’m doubly excited for a new month to start, because each month has been better than the last. The popularity of the Never Cold Call Again sales philosophy continues to grow through word-of-mouth and that’s the best kind of advertising any company can get.

But I digress. Let me tell you the story I’m writing to you about today:

Lots of salespeople make stupid assumptions about when and why people will buy – or won’t buy. I’m guilty of this myself, and getting over this stupidity is a big reason why NeverColdCall.com’s growth has been especially spectacular in the past two years, despite the sluggish economy.

Here’s why: Early on, sales volume would plummet each year immediately following Thanksgiving here in the US, and wouldn’t bounce back to normal levels until mid-January.

Assuming that this was just the way it was, I backed off on my marketing and was far less agresssive for that time period between Thanksgiving and mid-January. I wasn’t sending out my near-daily email Sales Tips like this one, and just accepted the fact that business was supposed to be slow that time of year; after all, everyone is too busy shopping for Christmas and Hanukkah and preparing for holiday celebrations, aren’t they?

Then finally, one day I said screw it. I’m going to continue marketing hard all through the holiday season, and what will be will be.

To my surprise – and delight – the last couple of Decembers have turned into routine sales months, with numbers matching our monthly averages. In fact, during this past December 2012, the only slow day we had was Christmas Day itself!

And this past January, 2013, set a record for our largest month ever. After years of my stupid assumption that people didn’t want to spend money yet due to holiday shopping maxing out their credit cards.

Are YOU Making These Stupid Assumptions?

My old sales manager John, the one I mention all the time – the only smart one I ever had – used to get really annoyed that most of us would slack off during the holidays and get distracted ourselves by holiday shopping and preparation.

But it wasn’t really any distraction that caused the problem. The problem is that we ASSUMED people wouldn’t be in a buying mode, because THEY were all busy with the holidays themselves.

Oh how wrong I was. In fact, the truth is that in B2B sales, companies are trying to spend their budgets before year-end, and get last minute tax deductions on the books.

And even in the B2C world, the same thing goes on. Particularly in industries like real estate and financial services, where people are trying to get their tax advantages in before the December 31st deadline.

So if YOU have been making these kinds of assumptions, STOP IT! Sure, the holidays are long over, but there are all kinds of myths that permeate the sales world: “Prospects are out golfing on Fridays.” “They’re too busy on Monday to follow up with them.” And on and on it goes.

Remember, CONSISTENCY is key! Top sales pros make the same huge numbers month after month, because they are consistent with their sales activities and they don’t change them because of silly assumptions about holidays, or Fridays or Mondays, or anything else.

So stop making those assumptions yourself, and watch your sales numbers SOAR!

“It didn’t used to be like that….”

That’s what someone told me in a meeting yesterday. Here’s what I’m talking about:

He was referred to me by a friend and client in my favorite business master-mind group here in Dallas, that meets twice a month. We talked about how quickly my business and opportunities have grown since I moved here just over a year ago.

I mentioned that shortly after moving here, someone said to me, “Dallas is the kind of city that will give anyone a chance.” I mentioned that remark to my new client yesterday, and he said, “That’s very true – but it didn’t used to be that way.”

I have to admit, I have a hard time believing that, and here’s why:

The Myth of the “Old Boys Club”

If you know much about my background, you know I’ve moved around a lot. And everywhere I moved, I was told I wouldn’t succeed, because I wasn’t tied into the “old boys club.”

When I moved to Hawaii for a couple of years in the early 1990s, I was told no one would do business with me because I was a “haole” from the mainland.

I did well enough to get by. Granted I was young and dumb and still cold calling back then, but I paid the bills and got by.

When I moved from there to Las Vegas, I was REALLY warned about the Old Boys Club! In fact, Las Vegas is notorious for having one. Nevertheless, I not only succeeded there, I succeeded wildly in sales, and developed the principles that now make up the Never Cold Call Again system.

It happened again every time I moved. But here’s a dirty little secret I’m going to let you in on:

There is no “Old Boys Club!”

And one more thing:

The myth of the “Old Boys Club” is a self-limiting belief – an EXCUSE for people to be lazy and explain away their own failures!

This talk about any “Old Boys Club” or “Old Boys Network” is a total myth and you should never, ever believe it!

The Infamous Sales Rut

Self-limiting beliefs cause failure, and failure begets more failure. There’s a myth that repeated rejection will “steel” you and cause you to become immune to it, but research in the science of social dynamics shows that the exact opposite is true: Rejection actually beats you down until you are subconsciously afraid to talk to people.

Some call it “Call Reluctance.”

I call it the consequence of cold calling. If you’re out making cold calls and getting the 97-99% rejection rate that goes with it, you’re programming your subconscious mind to fail. And once you get into THAT kind of rut, it’s tough to get out of. I know because I’ve been there.

So, for immediate and startling success in sales, follow these two simple rules:

1. Always remember that there’s no “Old Boys Club” in your city. Anyone who tells you that is either trying to cover up for their own failures, or wants to prevent you from succeeding. Remember, “misery loves company.”

2. Stop cold calling – forever! Cold calling is exactly the kind of activity that will harm your inner self-confidence and cause you to radiate failure, instead of radiating success. It’s the very cause of so-called sales ruts.

You hear a lot about Ronald Reagan from politicians these days, on both sides of the aisle. History regards him as one of America’s greatest presidents, so he gets name-dropped by a lot of people who attempt to identify with him.

But what you don’t hear about is what Ronald Reagan can teach us about sales, because he was a master salesman!

His most important goal – and greatest accomplishment – was toppling the Soviet Union. While it’s generally believed that he did it simply by out-spending them on military buildup and nuclear missiles, that’s not entirely true.

Let me tell you how he really did it.

Reagan’s Introduction to the Soviets

Ronald Reagan’s eventual domination of the Soviet Union began even before he started going after them in earnest.

It was all about the first impression he made. First impressions count. First impressions last. And Reagan’s first impression, to the Soviets, was of a man of power and respect.

When Ronald Reagan arrived for the first time in the Soviet Union, it was winter, and it was downright cold outside – typical Russian winter weather with sub-zero temperatures and gusting winds and snow.

And then it happened….

Ronald Reagan got out of his limo, wearing only a suit with no overcoat. In the below-zero temperatures, he kept his cool (no pun intended), and didn’t shiver or do anything else to indicate that he was cold. He looked like a super-human to those watching on television, and made his Soviet counterparts, dressed in heavy overcoats, scarves, and fur hats, look like wimps.

The collective thoughts of the Soviet people were, “Who is this man?”

And then it was all downhill for them from there. As Sun Tzu said in The Art of War, “Every battle is won before it’s ever fought.” And Reagan had the Soviets psychologically defeated even before the arms race began that eventually brought them down.

What’s YOUR First Impression?

If Reagan brought down the world’s only other superpower besides the United States, based on the first impression he created on his initial visit, then you KNOW that first impressions count.

Ask yourself this: What is YOUR first impression?

Are you showing up with power and authority as Reagan did, causing people to ask themselves, “Who is this person?”

Or are you supplicating and looking desperate and hungry when you approach sales prospects?

I’ve got some news for you: If you want to look weak and desperate, then there’s no better way in the world to accomplish that than by cold calling.

Cold calling sub-communicates that you have nothing else to do, no customers to service, no prospects wanting to do business with you – in other words, that you’re desperate.

It also makes you look greedy, and not in a good way. Cold calling shows that you are out to GET a sale from them, not to GIVE them value and honest service.

So if you want to convey the level of power and authority that Ronald Reagan did in toppling the Soviets, you need to stop cold calling. Immediately. Right now.

“You’re still cold calling!”

That’s what a good friend and co-worker said to me one day when he got curious about how I was closing so many sales, seemingly easily.

This was around the time I had perfected by lead-generation methods and organized them into an intelligent system that, by that time, was working on autopilot to bring me leads while I simply spent 100% of my time closing sales from people who were ready to buy.

“That’s just another form of cold calling.”

Now in fairness to him, he was a good salesman. No, a great one.

In fact he usually sold more than me in any given month.

The difference, however, was huge: He had been in the same business, in the same city, for over 25 years. In that time he’d given excellent service – as all successful salespeople do – and as a result he was provided with plenty of referrals. In fact, he usually received more than he could handle and got to pick and choose the best ones, then give other reps his “leftovers” to go close on commission splits.

He had started his sales career in a different time, before the internet, and before sales resistance and opposition to cold calling ran rampant like they do today.

I’ve mentioned in previous emails my “first sales manager with a brain.” When he gave me that pep talk about how he didn’t want me doing the job of a minimum-wage telemarketer, he explained that 25 years ago you could go out cold calling and people would invite you in for a cup of coffee, and would be glad to hear you out.

No more.

This ‘old-timer’ who I worked with didn’t understand that. Due to his huge book of business, he hadn’t made a cold call in over a decade, and had no idea how difficult, if not impossible, cold calling had become.

I suppose it would be like a travel agent coming out of a time capsule, unable to understand the reality that travel agents are obsolete and have been replaced by online travel sites like Expedia.

The old-timer simply assumed that what I was doing was merely a glorified form of cold calling.

When I got myself in front of someone who was pre-disposed, ready, willing, and able to BUY from me, he just assumed that I had actually cold called these people, when in reality I used a far more intelligent and reliable method.

The 3 Categories of Leads

You know from my previous emails on the topic that there are 3 categories of leads. Most salespeople waste their time on the 2 most undesirable categories, while failing to get in front of the valuable ones, the category of people who are pre-disposed to buy.

This is because sales managers & trainers of today are like that old-timer. The last time they were out in the field selling, it was a different world.

There was no way to distinguish one class of leads from another, and so all they were able to do was “throw darts at a board” by cold calling and hope to find enough of the good leads to make a living.

And most did, since cold calling was still acceptable in those days. And people were still mostly tolerant of it.

Today, however, that is no longer the case. It is now crucial to recognize the 3 categories of leads -

1. People who will not buy from you, no matter what

2. People who may or may not (“on the fence”)

3. People who would BUY RIGHT NOW – if they knew about you

Category 1 isn’t so bad – they’ll tell you “no” and unless you’re obstinate or just plain dumb, you’ll move on to someone else.

Category 2, however, is a disaster and the leading cause of failure in sales. These are the people who never make a decision to say either “yes” or “no” and will string you along forever.

(That’s why Category 1 is better – at least they’ll be direct and won’t string you along.)

They’re the ones who will waste your time in multiple appointments, telling you they’re interested, then never return another call or email. Or they’ll tell you to keep calling back in 6 months, only to tell you each time, “Try us in another 6 months.”

Just thinking about these people gets my blood boiling, not only because of how much time & money they cost me early on, but because I consider indecision to be one of the most cowardly traits of human beings.

In his book “How I Raised Myself From Failure To Success In Selling,” Frank Bettger explains that the single best thing he ever did for his sales career was to abandon prospects after they said “no” twice, instead of chasing after them forever. There are too many good prospects out there to waste time chasing bad ones.

Category 3 is the one we want – people who are PRE-DISPOSED to BUY from you! And believe it or not, they’re a good percentage of the market. The problem is that they’re part of the 80% who, per a University of North Carolina study, will never never ever accept a cold call.

“You’re just an order taker!”

 The old-timer believed in the ‘good fight’ and had all the old cliches to go with it: “Getting in the trenches,” “dialing for dollars,” “banging doors” … you’ve probably heard them all I’m sure. And you probably want to puke just as much as I do when I hear them.

This guy really believed that sales somehow didn’t count if they didn’t come from cold calling, as if the money from those commission checks was somehow ‘play money’ that didn’t work in the real world.

I even once worked for a company that had a good marketing department and provided us with plenty of leads, but only ‘self-generated’ leads counted toward quota. How dumb is that??!?!?!? Sales are sales!

Having said all that, when someone in the old-school department accused me of being an order taker, know what my response was?

“Damn right I am!”

Seriously, why would anyone in sales NOT want to be an order taker? In sales we get paid only to do just that – make sales. Commissions come from closed sales, not from cold calls and appointments.

Taking it a step further, about the only way to make a truly huge income in sales is to set yourself up to become an order taker, so that you’re spending absolutely no time on anything other than closing sales and picking up checks.

There just isn’t any other way. There aren’t enough hours in the day to make any alternatives possible.

I’m a HAPPY order taker!

I have to say, becoming one of the so-called ‘order takers’ was the best thing I ever did in sales.

While it’s true that money problems are the leading cause of stress and tension, and getting rid of that cause of stress really makes a big difference in your life, getting rid of work stress along with it takes things to a new level.

You become the invincible person who is never stressed about anything. And you become amazed at how people let insignificant things bother them.

Most of all, you marvel at the people who are still killing themselves cold calling, stressing out over money as a result, and you wonder why they won’t open their minds to new ideas.

Last week I had a conference call with another top sales trainer, and an expert on email marketing.

We were discussing how salespeople can use email most effectively.

Andy, the email marketing pro, gave a great tip: NEVER close an email with a typical close such as “Sincerely” or “Thank You.”

He explained that the purpose of a salesperson sending an email is to get a reply back from the prospect, and the best way to do that is to leave the conversation OPEN by ending the email with a thought-provoking question that will force a reply.

Notice I said “thought-provoking” and not the usual sales talk like, “When can I have 15 minutes of your time,” or, “What will it take to get your business?” That is typical sales talk and will get your email deleted.

Andy said that using a typical close to an email CLOSES the conversation, and your chances of getting the sale plummet down to almost nothing!

Should You “Always Be Closing?”

Yesterday I couldn’t help resist quoting Alec Baldwin’s famous line in the movie Glengarry Glen Ross – “Always Be Closing.” It’s a sales classic!

But – is it true in the real world of selling – our modern world?

Napoleon Hill, in his now hard-to-find book, How To Sell Your Way Through Life, explained that a good salesperson never has to “close” a sale. If you’re working with a qualified prospect from the beginning, and you conduct the sales process properly, there is never any need for “closes.”

The sale happens naturally – the prospect simply buys.

Having to “close” a sale suggests that you didn’t do a good job from the beginning. Either your prospect wasn’t qualified and ready to buy, or you acted and sounded like every other salesperson out there, or you gave a boring formal proposal with a price tag on it, instead of using the profit-justification techniques I teach to show a gain instead of a cost at the end of the proposal.

The bottom line is: If you’re having to use closes, you need to learn how to sell effectively, because you’re not doing it right now.

How To Avoid Tacky & Uncomfortable “Closes”

Top sales pros never use any of the typical closes that most salespeople use. In fact, they don’t use any formal closes at all. Prospects simply buy from them – because they want to!

If your prospect doesn’t want to buy from you, then you’re doing something wrong.

And having trained salespeople for 10 years, I can tell you exactly what the problem is 9 times out of 10: The prospect was never fully qualified to begin with!

I can hear all the excuses now: “But I don’t get enough leads! I don’t have enough qualified prospects!”

Fine. I understand. I’ve been there too. But, there’s a way out:

If you’re the kind of person who puts good advice into action – and you MUST if you want to succeed in sales – then do this right now: follow the link below and order the Never Cold Call Again system immediately. It will forever solve your problem of not having enough qualified prospects. Once you put it into action, you’ll experience the results you’ve always wanted. And remember, you get to try it free for 30 days before even making a decision to buy it:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Do it right now. You’ll have the e-book in just a few minutes, and can start putting my system to use immediately. Plus you’ll get over $300 in free bonuses that you can download immediately along with the e-book. (The actual package, the book and CDs, will ship to you within one business day.)

Thanks once again for your time and thank you for reading. Good luck and happy selling!

To your success!

Frank Rumbauskas

PS: Imagine what it would be like if you never had to make a cold call – ever again. Aaaahhhhh… nice, isn’t it? You’ll be able to do exactly that with my Never Cold Call Again system so get it right now:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

WEBINAR: PRO Networking Secrets for EASY Sales!

I'm proud to announce my newest LIVE webinar, PRO Networking Secrets for EASY Sales, on Wednesday, March 20th, at 11:00 AM Eastern time, and again at 3:00 PM Eastern time.

DATE: Wednesday, March 20th
TIMES: 11 AM and 3 PM Eastern Time
PRICE: Only $20

This will be a LIVE webinar and nothing will be sold. You get a solid hour of content that's JAM-PACKED with powerful techniques you can begin using, immediately, to begin networking EFFECTIVELY to fill your pipeline with hot, qualified leads - people who are ready to buy right now.

Since relocating to a new city exactly one year ago this month, I've been a networking machine - and I can confidently say that I have PERFECTED the process. My sales reps and I can show up at a networking event and literally walk someone over to a table after, or drive to a nearby Starbucks, and close a sale on the spot.

Learn how on this webinar! I'll be presenting for over one hour, followed by 30 minutes of live Q&A.

 -> Register Here:

Click Here to Register for the 11:00 AM Session

Click Here to Register for the 3:00 PM Session

What You'll Learn:

- Why it's practically guaranteed you're networking all wrong!
- Why "Leads Clubs" and most Chambers are a waste of time
- You'll learn the BEST KEPT SECRET in networking events - the ones
  where sales really happen!
- Why your "30-second commercial" probably sucks
- How to craft a "30-second commercial" that PEOPLE CAN'T RESIST!
- My "stealth" networking tactic that generates MULTIPLE, easy
  sales at every event
- The PRO Networking Secret that less than 1% of salespeople use,
  that will EXPLODE your sales!
- ... and much more!

Can't Make Either Session?

No problem! I'm going to record the webinar as it happens, and you'll receive a recording the following day. So register anyway to be sure you don't miss out on this powerful, hard-hitting content.

And if you do attend a live session, you'll also receive the replay, so you can continually refer back to the material as needed in the future.

 -> Register Here:

Click Here to Register for the 11:00 AM Session

Click Here to Register for the 3:00 PM Session

I look forward to seeing you there!

To your success!

Frank Rumbauskas

PS: Remember, even if you can't make either of the live sessions, you'll still receive the replay video along with the presentation PDF, along with another report I'll be sending out to supplement the webinar, so go ahead and register anyway!

I recently had an experience, one of several like it, that really hits home as to why more salespeople aren’t successful and why the economy in general has been sluggish to recover from recession.

A partner and I recently started another business unrelated to my work as a sales trainer and author. Just like every other single experience I’ve had with starting a business, this one has been slowed down by people in various organizations who seem to go through life absolutely refusing to do anything at all.

First of all, since this is a retail business that will need to take cards, we chose a merchant bank to provide that account. This happens to be an extremely competitive field, one that is very difficult for most salespeople, and as a result you’d think that calling one of them and saying “I’d like to open an account with you” would result in immediate action. But not so.

The Curse of Inaction – and The Results

It’s been the standard routine of unreturned phone calls, people making excuses as to why it hasn’t been done yet, and lots of finger-pointing whenever we confront anyone about why nothing has been set up yet.

Then we talked with our supplier about some things we need done in regard to the product supply chain that would effectively allow us to triple sales. Again, there were lots of lazy excuses such as, “Well, you’d need to speak with so-and-so and he’s on vacation and I really don’t know so maybe next week if you want to call again….” The irony here is that the supplier will prosper much more than we will as a result of these changes, and yet trying to get them off their butts to do anything is like pulling teeth.

And on and on and on. It never ends. Seeing how most businesses operate this way is, to me, the number one reason for the sluggish economic conditions we’re in today. It’s not high taxes or our politicians or the labor unions or anything else. It’s sheer laziness on the part of 90% of the business world.

All of this nonsense got me thinking about the problems salespeople face, and how most of the time, all the help in the world is worthless simply because they don’t use any of it.

A Valuable Opportunity: Wasted and Lost!

Take the free sales plan review that you get with the Never Cold Call Again system. Here is a consulting service that would easily cost hundreds of dollars, and I include it with a program costing a mere $97. I thought we’d be overwhelmed with these reviews – in fact I was almost afraid to offer them at first!

I checked the last 1,000 orders to find out how many people actually sent in the review.

There were only 4. Just 4 out of 1,000. That’s 0.4%, folks.

Needless to say, I was extremely disappointed.

Next, I decided to pull up a tracking link I added to the e-book. It’s the link to the email marketing company I recommend. I figured at least a few hundred people would have clicked on it or entered it into their browser, and that at least several dozen people would have signed up for the service and begun using it to easily generate lots of pre-qualified leads.

So far, a whopping 7 people out of the last 1,000 books sold have used that link.

Only a few have signed up for the service, a service that could drastically improve their sales numbers without much work on their part. In fact, most of our orders don’t come from first-time visitors to our site. The majority come from people who have been newsletter subscribers for at least a month.

Another example: When it comes to the Never Cold Call Again system itself, almost no one returns it under the 30-day trial, but those who do almost always return it unopened, still in the original shrink wrap!

That means they never even tried the system – they gave up without even trying! Without even opening the box!

The bottom line here is that if you don’t take action in your life, the best advice in the world cannot help you.

Every now and then, in between all the glowing testimonials and success stories we receive, there is a call or email from someone who claims to have tried the program and not gotten any real results from it. A short conversation always reveals that they tried only one of the dozens of techniques explained in the program, and maybe for only a week or two at that, before giving up.

There is a reason I discuss the topic of a “system of systems” from time to time and explain, in detail in the course, how to do it. That’s what it takes. But above all, you must take action to build those systems before you can reap any rewards.

Anyone who is going to go through a sales training course, regardless of whether it’s mine or someone else’s, and says “that’s nice” and then goes back to their usual routine without putting any of it into action is facing a long, difficult career consisting of day after day of cold calling with dismal results and endless pressure from managers to improve performance.

Not to mention all the funnel reviews, warnings, “performance improvement plans,” and other forms of hell that managers will put you through.

The bottom line is that if you’re going to seek advice but do nothing with the advice and go back to your old routine, neither myself nor my system can help you. However, if you’re the kind of person who puts good advice into action, then do this right now: follow the link below and order the Never Cold Call Again system immediately. Once you put it into action, you’ll experience the results you’ve always wanted. And remember, you get to try it free for 30 days before even making a decision to buy it:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Do it right now. You’ll have the e-book in just a few minutes, and can start putting my system to use immediately. Plus you’ll get over $300 in free bonuses that you can download immediately along with the e-book. (The actual package, the book and CDs, will ship to you within one business day.)

Thanks once again for your time and thank you for reading. Good luck and happy selling!

To your success!

Frank Rumbauskas

PS: Imagine what it would be like if you never had to make a cold call – ever again. Aaaahhhhh… nice, isn’t it? You’ll be able to do exactly that with my Never Cold Call Again system so get it right now:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Last week I was on the phone with another sales author, talking about the futility of cold calling.

He made a VERY good point that I wanted to share with you:

“If you make 100 cold calls, all you’ve done was anger 100 people.”

Think about that.

People BUY from those whom they LIKE.

People do NOT buy from those they don’t like.

And I can’t think of much that will make someone dislike you more than cold calling.

I can tell you that I absolutely, positively will not take cold calls. And it has nothing to do with the fact that I’m the author ofNever Cold Call Again – it has everything to do with the fact that I’m a business owner with too much, more important work to do than be interrupted by cold calls all day long.

Do YOUR Prospects LIKE You?

Yesterday, I wrote about how thrilled I was to attend a networking group where, instead of everyone trying to GET leads from each other, the focus of the group is on GIVING referrals to each other. And the group facilitator made sure this happens. In fact it’s a requirement of membership to provide a minimum number of referrals at each meeting.

Guess what?

I LIKE the people who gave me referrals! And because the leads are referrals, they’re hot leads. I’m already “in the door,” so to speak, because I was brought in by introduction, and I know in advance that they actually want to buy what I can provide.

This is a far cry from cold calling. When you interrupt someone with a cold call, all you “accomplish,” if you can call it that, is to anger and annoy the person.

You blow your chances of developing a relationship – and eventually a sale – with that person.

Worst of all, cold calls annoy people who may very well BE qualified prospects for you – but because you made yourself known via a cold call, they’re probably not going to buy from you!

What Do 100 Cold Calls Really Accomplish?

If I’ve said it once, I’ve said it a thousand times: The math of cold calling doesn’t add up. Anything times zero equals zero. That’s basic grammar school math. So if 50 cold calls equals zero results, 100 cold calls or 1,000 cold calls will also equal zero results.

Math doesn’t lie.

And annoying people with cold calling, while communicating a message that you’re there to “get” a sale from them, isn’t going to get results either.

Then what will get results?

Simple: Modern, effective, Information Age strategies, tactics and techniques that generate an endless supply of hot, qualified leads, without making a single cold call.

And they’re all explained in my Never Cold Call Again system, a system that over 50,000 salespeople have used to transform their careers and their lives. Your copy is ready and waiting to ship to you right now, and you pay nothing but the shipping ($9.25 in the US) and have a full 30 days to decide if you want to keep it and pay for it then, or send it back and never hear from us again.

It’s that simple. We’re even insured & bonded and covered by multiple third-party guarantees after thorough credit, financial, and reputation checks, so you know that this is 100% risk-free for you.

So don’t waste another day making cold calls, angering people, and hating it all the while. Request your 30-day trial of the Never Cold Call Again system right here, right now -

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

To your success!

Frank Rumbauskas

PS: Seriously, do you want to waste another day cold calling, hating every minute of it and not getting the results you desire? There’s absolutely no reason not to grab a copy of the Never Cold Call Again system when I’m letting you “try it before you buy it” for a full 30 days so do it right now:

https://www.nevercoldcall.com/ordernow.php

Yes, I hate to be the bearer of bad news, but you’re being GREEDY – and it’s HURTING you!

This really hit home over the past year as I’ve been attending lots of networking events in order to meet other like-minded people since relocating to a new city.

Inevitably, at these events, everyone WANTS something. Few people are GIVING. Most are GREEDY.

Yesterday though, an appointment cancelled, so to fill in the time slot, I jumped on Meetup and found a nearby lunch group and dropped in. This one surprised me. It wasn’t about TAKING.

The focus of the group was on GIVING.

Sure, it started out with the old lame routine of going around the room and having everyone give their “30-second commercials.”

But once that was completed, the focus shifted to to see who could GIVE the most referrals!

I thought to myself, “Now this is a group I can get on board with!” In fact, even though I showed up unannounced and it was my first time, I walked out with three solid referrals: One for sales coaching, one for speaking, and one for business lead generation.

(In all fairness, half the people there know knew I am, have my books, and so on, but still, this has NEVER happened at another networking function.)

And therein lies the problem with cold calling.

When you make a cold call, what you’re REALLY sub-communicating to the prospect is, “I need a sale!” Or, “I want a sale!” And that makes you look greedy – and even worse, needy! Desperate!

The successful salesperson never tries to GET. Instead, the successful salesperson GIVES VALUE FIRST even before thinking about what they might “get” in return. In the real world, if you give value first, there is no “taking” at all. The prospect willingly buys from you because they see that there’s something in it for them.

Let me repeat: The ONLY reason people buy is because there’s something in it for them!

You can bet your life that those three people who so generously gave me hot referrals will get many more in return from me. That’s because they willingly gave me something of value, without expecting nor requesting anything in return from me.

When you’re cold calling, however, the exact opposite happens. It’s completely obvious to the prospect that you’re out to “get” rather than to give value.

They know full well that if you were a person who gives value first, you’d be out servicing your existing customers. Or you’d be at a networking group, giving out referrals like those generous people gave me yesterday.

Cold calling removes all value from the equation and sends a message that you’re there only for YOUR benefit, not theirs. They won’t see value, they won’t trust you, and they won’t buy.

No one will ever buy because you want or need a sale. They’ll only buy because they see a gain in buying from you. So always strive to give value first. And remember that no matter how much value you can offer a prospect, if your approach is via a typical cold call, the context of your delivery will kill your chances every time.

So stop cold calling, start giving value first, and watch the sales start rolling in!

To your success,

Frank Rumbauskas

Yep, it’s true. Getting referrals is easy.

As I wrote you a couple of weeks ago, one of the most common questions I get from salespeople is, “How can I get more referrals?” And in that email, I explained the system I advise for newer salespeople who haven’t yet built up a solid network.

Having said that, there is an even easier – and better – way to get referrals. But rather than explain it literally, let’s visit with our old friends Bill and Joe, two very real salespeople I used to work with, whose names have been changed here for privacy reasons.
Bill’s Referral Selling Story

As you know by now, Bill is very much a believer in cold calling. He used to sit in the cubicle right next to mine, and I’d hear him cold calling nonstop – he was really a machine!

Bill made so many cold calls that he really did rack up a decent number of appointments, and through them, he made enough sales to hit his number each month and keep his job. Which I suppose was good enough for him, but I wouldn’t be happy with just getting by – remember when I told you he drove all summer long with no air conditioning due to lack of funds?

In any case, Bill was always a very busy man. Endless cold calls, lots of appointments, and of course the work of processing all those orders and following up with internal staff to make sure they were delivered on time.

This was all well and good, except for one very fatal flaw: Bill’s ever-full schedule never left him with enough time to really follow up with customers, make absolutely sure they were happy, and give them as much extra value as possible! He couldn’t do it, because that wouldn’t leave enough time for all those cold calls each and every day, and then he wouldn’t hit his number and would be out of a job very quickly.

As a result of all this, Bill had no right to ask customers for referrals. Sure, after closing a sale he’d ask, “Do you know anyone who might also need this,” but we all know how poorly that strategy works. Customers don’t like to refer friends and colleagues until you’ve proven that you can deliver on your promises.

And so Bill’s vicious cycle of cold call, appointment, sale, then more cold calls never ended.
Joe’s Referral Selling Story

Joe had an entirely different selling style. He didn’t cold call at all. Instead, he used intelligent methods of what I like to call “self-marketing” and positioning himself so he was visible to highly qualified prospects – people who were looking to buy right now.

On top of not having to cold call, Joe was able to sell exponentially more than Bill. This was due to the fact that never having to make cold calls means you recover all those endless hours you would’ve otherwise spent prospecting. Instead of wasting that time looking for someone to sell to, you get to spend it closing sales instead! And isn’t that what we’re paid to do in the first place?

However, that’s not the end of the story. In addition to selling exponentially more than Bill because he had so much more time available, Bill also had a lot more time to spend following up with customers and making absolutely certain they were 100% satisfied.

By doing this, Bill delivered value.

And when you deliver value, you stand out from all other salespeople, in a very big way, because almost no one in sales strives to deliver value.

It’s like Napoleon Hill’s estimate that 98 out of every 100 people won’t go the extra mile; in fact most of them won’t even go the first mile! (Later in his life he said the number is closer to 100 out of 100, with a rare exception here and there.)

Hill explained that going the extra mile is the one thing, above all others, that will always guarantee success, far out of proportion than most people ever dream of. And that same truth applies in sales.

Joe never had to ask for referrals, because his customers willingly offered them – they couldn’t give them to him fast enough!

All because he took the time to visit with customers after the fact to make sure they were happy, and to ask if he could be of any additional service – with no intention or expectation of getting referrals from them.

There you have it: That is the easiest and best way to get TONS of referrals!

However, you have to have enough hours available in your day to do it.

And if you’re wasting endless hours cold calling, you’ll forever be stuck in the same vicious cycle Bill was always stuck in.

But that’s the bad news. Now for the good news:

There’s a way out of cold calling. Lots of them. In fact I’ve assembled them into one package – my Never Cold Call Againsystem – that will get hot, qualfiied prospects calling you, ready to buy right now!

And the best part is you get to try it out, on me, for a full 30 days. If you don’t like it for any reason, simply send it back within 30 days and you’ll never pay a dime. Do it right now:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Remember, there really is an easy way to get tons of endless referrals. But you’ll never have enough time in the day to make it work if you’re stuck cold calling, so break the cold calling cycle right now.