NeverColdCall.com Newsletter

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It’s been quite a while since I’ve written a
newsletter rather than a mailbag, and since
I came across something this week that really
generated a passionate reply from me, I
decided that now is as good a time as any to
write about it.

As you probably know by now, I’m very passionate
about the problem of sales managers who are
incompetent, arrogant, and oftentimes both.
I was reading the latest posts on a local
online sales forum when I came across an
article suggesting that managers should think
twice before hiring a top producer because they
are supposedly “unmanageable.”  Here is what
I posted in response to that ridiculous
suggestion:

“I think it’s very important for sales managers
to realize that superstar salespeople are
extremely entrepreneurial, which of course is
what makes them superstars. An employee mentality
is very limiting in sales and the top producers
are those who work like independent consultants,
not like employees.

“The problem is that most companies want to treat
top producers like employees and this is where
the conflicts of interest begin. A friend of mine
(who I now own an insurance agency with) and I
worked together for a couple of years. We were
both top producers and we both routinely quit
jobs that brought us in for our track records
but then wanted us to do things “their way.” The
problem is that we didn’t become star producers
by doing things their way. We did it our way and it
worked. The very best years I had in sales were
working for companies that did not bother with
sales plans, meetings, and forecasts. We were all
treated like independent consultants and as a
result I was able to work like one and produce
fabulous results, albeit on my terms.

“In all my sales experience, and in business in
general, one of the biggest causes of failure for
managers is an inability to delegate. The reason
I have done so well in the past few years as the
owner of a few businesses is that I love to
delegate. Most sales managers are completely
unable to delegate. They don’t realize that
hiring a top producer is the equivalent of hiring
an independent consultant. For example, I pay
the firm that handles the marketing campaigns
for my websites without trying to micro-manage
them or otherwise probe into what they’re doing.
I pay them because they’re better at it than me,
and for that reason they are free to do as they
see fit. The same rule must be applied to superstar
salespeople or the whole plan will backfire.”

That reply from me on the message board was
immediately followed by a reply from a sales
manager accusing me of being unprofessional by
saying that and of trying to talk down to managers
as a whole by making such a statement.  I got
the impression that he must be one of those
“little dictator” managers and that I bruised
his ego by suggesting that most managers are
not doing their jobs properly.  As you would guess,
all of the sales reps who read that posted positive
responses to it and all expressed their wish that
more managers would work that way.

Another sales manager on the same message board
had posted a reply to a discussion on what the
best day of the week is to hold sales meetings
and what the content of the meetings should be.
His reply was as follows:

“Monday, Monday, and more Monday…. Get sales
commitments from every salesperson.  Go around
the table and get their commitments for the week
BY ACCOUNT – BY ACCOUNT NAME.”

This sounds like yet another manager who thinks
that managing by intimidation, scare tactics,
and public humiliation will actually work.  It
doesn’t, and everyone loses in the end – the
salespeople, the manager, the company, and
ultimately the customers.

I was recently reading “The Business School for
People Who Like Helping People” by Robert T.
Kiyosaki and Sharon L. Lechter.  In it, they
talk about how the corporate world largely
fails to help those salespeople who need it and
usually passes them by instead.  The following
paragraph really stands out in my mind:

“While working at Xerox a friend of mine had a
bad three months in sales.  Instead of helping
Ron, the sales manager began to threaten, rather
than teach Ron.  I can still hear our sales
manager saying, ‘If you don’t sell something soon,
you’ll be fired.’  Ron resigned a week later.”

Who can’t relate to this?  We’ve all had managers
who threaten us instead of teach or help us.
This is not only detrimental to the success of
those on the team as well as the team as a whole,
but is actually counter-productive because those
who otherwise have the potential to succeed are
either fired or forced to quit.

Another quote that stands out in my mind is Al
Pacino’s famous line in Glengarry Glen Ross, when
he says to his sales manager, played by Kevin
Spacey, “Your job is to help us.  TO HELP US.
Not to **** us up.”

I can relate to that one as well.

I don’t mean to create the impression that all
sales managers are bad.  They’re not.  However,
I do believe that the 80/20 rule applies to
sales managers just as much as it applies to
everyone else in the world of sales and business,
and that the 80% who are average or worse can
stand to learn a LOT from the 20% who are doing
a great job.

I’m happy to say that my products have the
support of thousands of sales managers worldwide,
and nothing makes me happier than reviewing orders
and reading the following words in the ‘How you
heard about us’ blank:

“My sales manager suggested I buy your program.”

In fact I had an entire branch office of financial
advisors buy my program on the orders of their
sales manager!

The bottom line is that we all must become self-
sufficient whether we have a good manager or not.
Lately there’s been a lot of talk here in the US
about the future of the Social Security system.
Robert Kiyosaki teaches financial self-reliance.
He teaches that we must all properly plan and invest
for our futures so that we will not have to depend
upon Social Security, whether it survives or not.
I think the same concept can be applied to sales -
learn to be self-reliant so you do not need to
rely upon your manager, your company, or cold
calls to random people to generate a steady supply
of qualified leads.  The best way to get started
on the path to sales self-reliance is by
implementing the systems I explain in “Cold Calling
Is A Waste Of Time:  Sales Success In The Information
Age.”  You can get your copy right now at:

http://www.nevercoldcall.com/order.php

Thank you once again.  Good luck and happy
selling!

Your friend,
Frank J. Rumbauskas, Jr.
NeverColdCall.com

FJR Advisors, LLC – 1141 N. Loop 1604 E. #105-400
San Antonio, TX 78232 – (949)200-7549

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NeverColdCall.com – Newsletter

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How To Display Higher Value Than Your Prospects

I’ve been spending a tremendous amount of time
recently studying human social dynamics and
spending a lot of time with experts in this area,
including time in the field understanding their
interpretations on how these dynamics affect
face-to-face sales situations.

In the world of human interaction, social value
determines our “rank” compared to other human
beings.  Business status, financial status,
fame, fortune, and other indicators of power are
irrelevant when social value is taken into
consideration.  By displaying higher social value
than the other person, you are automatically put
into the position of control and authority and
can determine the outcome of the interaction.
However, almost all salespeople lower their status
by displaying lower social value than the prospect.

Following is a checklist of things you need to
avoid doing.  These are the things that salespeople
do that display low social value.  Avoid them at
all cost:

1.  Fidgety movements and tight shoulders.  Taking
yourself too seriously.  Being too businesslike or
“sophisticated” (not laughing or being relaxed) =
very visible self-doubt, overcompensating through
non-relaxed state, as if you’re visibly preparing
to deal with any bad thing that can happen.

Example:  Ever met someone who doesn’t blink when
you talk to them?  It is because they are in this
state.

2.  Talking too fast = worried that people will
stop listening to you unless you say something that
will interest them before they leave.  ***Almost
ALL salespeople do this!

3.  Laughing at your own jokes = social nervousness

4.  Saying things like “right” or “you know” after
making statements = seeking validation that what
you said was true, or saying it because others
aren’t.

5.  Standing with legs not at least a foot and a
half (half a meter) apart = worried that you’ll
infringe on others’ personal space.  This
communicates that you have low status.

6.  Talking too softly = fear that you’ll impose
yourself on people and their personal space.
However, talking too loud can also be seen as
overcompensating.  This is very similar to how
people who wear generic clothes are like those who
talk too softly, i.e. they are trying to fit in,
while wearing outrageous clothes is much like talking
too loud, i.e. overcompensating for insecurities.

7.  Moving your hands around while you talk =
trying to keep the attention of the group.  In
the world of body language, this also indicates
nervousness since moving your hands around while
talking is actually a way to release tension
Be careful with this – nearly all salespeople do
it and mistakenly believe that moving your hands
while talking is a form of expressiveness; however,
doing so lowers your status in terms of body
language sub-communication.  Any benefit in terms
of being expressive is more than cancelled out by
the fact that it conveys nervousness and insecurity.

8.  Leaning in = too eager to talk.  NEVER lean in
while talking to a prospect.  Speak loudly enough to
be heard clearly (without talking too loud as in
point #6) or get the prospect to lean in to you, but
never lean in to a prospect.

9.  Facing your body and/or feet 100% toward the
prospect before he/she has earned it = trying to
gain rapport too eagerly.

10.  Chasing if the prospect moves away = hoping he/
she will listen.  If a prospect moves away from you,
move your body language MORE away from him or her and
continue speaking so the prospect will be drawn back
in, but never chase!

11.  Not withdrawing when a prospect does something
disrespectful that you would not tolerate from any
other person = trying to hard to get his or her
attention.  Supplicating.  Displaying neediness.

12.  Answering questions too quickly and/or too
early = showing too much interest in the conversation.
Stick with your game plan and run your appointment
as you had planned to begin with.  Answer questions
after you’re finished with your part.

13.  Going back to a prior conversational thread that
was interrupted the first chance you get = trying
too hard to impress them (i.e., when a thread gets
broken off in the conversation, and you go back to it
FIRST chance you get when the other topic ends, you
look like you were WAITING to get back to it.  WHY
are you so eager to get back on, unless you don’t feel
comfortable around the other person and you need to
qualify yourself to them?)  WAIT until THEY say “what
was it that you were saying before?” and THEN go back
to it.  If it doesn’t happen, *DROP IT* even if it
was good.  This is very very important in conveying
higher status than your prospect.

14.  Replying with overly thought-out answers or
overly logical answers or overly clear/formal
pronunciation = being concerned that you won’t be
accepted unless you convince really well.  You need
to know your stuff and what you’ll say to overcome
objections, etc., but don’t come off as too well-
rehearsed.  Be natural.

15.  Taking too many sentences to state an idea that
could be stated in less time = qualifying yourself.
The shorter you can explain something, the more
PROFOUND you appear.  Why?  Because you’re not
qualifying yourself.

16.  Being bold instead of confident.  Here’s an
example of what I mean:  Think of a group of people
skydiving and about to jump out of the plane.

Person #1:  “Yeeeaaahhhh!  Here we go!  YES!!!!!”
This is being bold, not confident.

Person #2, the confident one:  “See you guys on
the ground… here we go.”

Boldness is actually a display of insecurity while
confidence displays security and high status.

17.  Overcompensating insecurities = fear of not
being accepted.  Have you ever met a janitor who says
right away, “Money is over-rated.  I would never get
caught up in the corporate world” etc etc.  If the
person would have simply said “I’m a janitor” and
LEFT IT AT THAT you wouldn’t have even thought
anything was wrong with it.  But because they instantly
start overcompensating, it comes off as overcompensating
or overqualifying.  The same is true if they bring
it up too early.  If I said, “I’m Frank.  I’m a
janitor and I love it,” I’d be trying to be cocky but
it would come off as overcompensating.  BE COMFORTABLE
WITH YOURSELF AND WHO YOU ARE.

I’ve seen salespeople violate this in various ways.
For example, salespeople who are dressed down will
say things to prospects like, “I’m casual today since
I was planning to be in the office all day.”  This is
like the janitor I just mentioned – it’s overcompensating.
Don’t bring it up at all.  If you’re a man and you
didn’t shave that morning, or your car is filthy, or any
number of things, don’t overcompensate for it by making
excuses for it.  Just don’t bring it up.  Act as if
everything is perfectly fine and don’t bring it up
in the first place.

18.  Overcompensating failure or shortcomings = fear
of being judged.  If you do poorly on a presentation
to a prospect or manager, do NOT say things like “I’m
really tired today.”  Even if you ARE really tired,
the mere act of saying it comes off as qualifying
to the other person.  Like in the previous point, just
don’t bring it up!

19.  Going backwards in the appointment if the prospect
asks to = being too eager to please.  If you’ve already
handled those issues, DO NOT let the prospect rewind
and set you back.  Professionally continue according
to your game plan and handle those issues when you’re
done and when it’s convenient for you to do so, such
as when you’re ready to hear and answer the prospect’s
questions.

20.  Waiting too long if the prospect leaves or delays
for any reason = too eager.  If you show up for an
appointment and have been waiting for 20 minutes, DO
NOT sit there for another 20 waiting to see the prospect.
Kindly explain to the prospect’s assistant or staff
that you have other appointments waiting and must
reschedule, even if you don’t.  DO NOT EVER let a
prospect disrespect your time like this.

21.  Verbally offering too much about yourself too
early = too eager to impress them.  Examples:  Saying
things like “I just got back from vacation in _______
great place” or “I just got my Rolex fixed” or “My
BMW is due for service.”  People will PICK UP on the
fact that you’re trying too hard to impress them with
superficial things.  Don’t give your resume too early!
You should convey your personality through YOUR
PERSONALITY and nothing else.

22.  Entertaining = coming off as too eager or too
try-hard.  Save the funny jokes and great stories for
your friends and co-workers.

23.  Wanting rapport with someone who didn’t earn
it.  ***Almost all salespeople do this and it is
extremely counter-productive!  I’ve been very vocal
on this.  Salespeople will look around a prospect’s
office and inquire about irrelevant things like a
picture on the wall or some random object on the
prospect’s desk.  WHY DO YOU CARE ABOUT THESE THINGS
FROM THIS RANDOM PERSON???????  If you wouldn’t have
any genuine interest in these things from a random
person on the street, don’t feign interest with your
prospects.

24.  Talking without feedback.  When you’re talking
to someone and they don’t give feedback or any
interaction, you keep talking and talking yourself
into a downward spiral.  You sense that you’re now
qualifying yourself so you overcompensate even more
by talking and talking more and more.  You now feel
inferior because you’ve qualified yourself and are
left treading water, grabbing at ANYTHING that may
impress the other person.  Avoid this by not talking
too much unless they give some feedback.  In the
field you do this by deliberately pausing and FORCING
them to fill in the awkward gaps.

Alright, that’s my short checklist.  Follow these
guidelines and you’ll sub-communicate higher social
value to your prospects (and everyone else you
interact with) and will close a significantly higher
percentage of sales than you are now, assuming
you have been violating one or more of these points.

And if you want the whole story and a wealth of
mind-blowing information that will blow your sales
right through the roof, check out The Sales Mastery
Program.  It’s JAM-PACKED with super-valuable
information that will make your sales numbers explode!
For more information please visit:

http://www.dontcoldcall.com

And if you’ve been a subscriber for a while and still
haven’t gotten your copy of Cold Calling Is A Waste Of
Time:  Sales Success In The Information Age, don’t
wait another day!  Visit:

http://www.nevercoldcall.com/order.php

Thanks again for reading.  Good luck and happy selling!

Your friend,
Frank J. Rumbauskas, Jr.
NeverColdCall.com

FJR Advisors, LLC – 1141 N. Loop 1604 E. #105-400
San Antonio, TX 78232 – (949)200-7549

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NeverColdCall.com Mailbag

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Success Story

Frank, I purchased your product about 3 months
ago. I work for a document imaging company where
the average time to make the first sale is six
months. After down loading the ebook, I immediately
began working on my system of systems. One day I
was “experimenting” by visiting company web-sites
and submitting a brief description of my services
through their “contact us” link. It was amazing
how positive the responses were, but even more so,
one of these contacts led to a sale. From start to
finish the sales process took about a month. There
were no objections or anything of the sort. These
people were pre-disposed to buy my service! The
bottom line for me is a 7-8 month project that will
pay me 3-4 thousand dollars in commission. I gladly
recommend your site to my friends that are in sales.
Thank you for your brilliant work, I look forward to
sending other success stories as they come.

Sincerely,

Todd Aten
Quality Data Imaging
Brownsville, TX

My comments:

Your letter reminds me very much of something I talk
about often, i.e. the fact that when you put together
an intelligent, organized self-marketing system, you
will not merely generate leads, you will generate
leads that are ready and willing to buy from you right
now!  No chasing, game-playing, unreturned calls, and
all the other annoying things we as salespeople have
unfortunately come to expect and accept as part of the
sales process.  Instead of treating you with that kind
of disrespect, prospects show you the utmost respect.
This is because YOU respected their time and dignity
by not bothering them with an intrusive cold call, but
instead you acted like a smart businessperson and
contacted them in a way that saved everyone time and
money.

The most important thing you mentioned is how short
the buying cycle is with leads generated through
targeted self-marketing compared with leads generated
via cold calling.  Cold-call generated leads typically
are not pre-disposed to buy from you (if they were they
would have already called you and bought).  So, when
you find a lead via cold calling, one or more of the
following is true:

1.  You’re talking to someone who is bored and has
nothing better to do than accept your cold call and
entertain your sales pitch.  99.9999% of the time, this
person is NOT the real decision maker and the appointment
is a big waste of time.

2.  You’re dealing with a prospect who has no immediate
reason or trigger event to buy, but MIGHT need what you
have sometime in the future.  This is another waste of
everyone’s time.

3.  You’re dealing with someone who actually IS in a
buying cycle, but chances are, if you came into the
interaction via a cold call, they’ve already got quotes
from your competitors.  Furthermore, since they probably
called your competitors asking for a salesperson, your
competitors are automatically in a position of power,
versus the salesperson who came in on a cold call and
therefore is seen as the one in need.  To make matters
worse, you’re late to the game and they may have already
made a tentative decision to go with one of your
competitors.

In all 3 of those cases, you’re facing a serious uphill
battle.  Let’s look at what kind of situation you’re in
when you put the word out via a self-marketing system
such as the one I teach in Cold Calling Is A Waste Of
Time and the prospect is interested in buying and
contacts you:

1.  The prospect is in a buying cycle, recognized that
you may be able to fulfill their need, and called you.
Because they called YOU, you are seen as someone who can
fulfill a need rather than someone who came in on a cold
call trying to make a buck.  You will have a much easier
time controlling and directing the sales process from here
on out and will likely make a sale, and very quickly at
that.

Todd, by using Cold Calling Is A Waste Of Time, you’ve
obviously noticed that something more happens than merely
having a steady flow of qualified leads.  The entire
dynamic is different with the prospects you’re now getting.
You’re able to exercise complete control over the sales
process and close sales MUCH faster and without the
objections, hassles, and flaking you’ve dealt with in
the past.  Getting people to call you first creates so
many more advantages than merely getting leads.

The Sales Mastery Program (www.dontcoldcall.com) is my
latest work.  It goes into far more detail about this
aspect of selling and the dynamics at work here.  Check
it out for mind-blowing techniques on how to close the
leads you’re getting VERY quickly and with little or no
resistance!  In preparation for creating The Sales
Mastery Program, I did a lot of research in the area of
human social dynamics, and have even spent time in the
field with experts in this area of study.  The resulting
product is nothing less than amazing and will do wonders
for your close rate and the time spent on each sale.

Thanks again for writing in and for recommending the
program to others!

Question

Hi Frank,

There is one thing that is still not as clear in your
book. Those who cold call are using the phone as a means
to market their ideas, Correct?  Something you prove as a
waste of time! Yet you mentioned the use of the telephone
as a means of getting qualified leads.  When setting
appointments, using an assistant, isn’t that cold calling?
You have to make so many calls before you get something,
just that you are not doing it…. but paying someone
else to hit the brick wall!

Thank you,
Rahim Manji
Dr. Desktop

My comments:

This is a great question, and this topic deserves
clarification.  Although I don’t mention it in the book,
in previous newsletters and possibly other articles
I’ve written, I talk about the following truth:

Salespeople are not good prospectors.
Prospectors are not good salespeople.

Selling and prospecting are two entirely different
skillsets.

It is a waste of time for a good salesperson to
prospect.

It is unrealistic to expect a good prospector to
close sales.

The most successful sales organizations in the world
are those that employ various media to market, then
use telemarketers to follow up on those leads, qualify
them, and set appointments for the salespeople.  These
organizations are consistently successful and they
retain the best salespeople in the world on their
staffs.

Interesting side note:  I read an article recently
about the problem of high turnover among salespeople.
The #1 reason why good salespeople quit jobs is the
requirement to cold call.  No wonder the companies that
pay telemarketers to do that part of the job get and keep
the best talent there is!

A reader’s answer to a previous question

[NOTE:  Several issues ago, I posted an email from
an insurance agent who was frustrated because he had
been purchasing leads from a lead company but was
getting no replies from the prospects.  Another
insurance agent wrote in recently in response, and
his answer was so good that I wanted to post it here.]

Hi Frank,

I wanted to respond to this excerpt you had in a
newsletter from about three or four newsletters back.
I have thought about this question, and your response
is certainly true as well as what I wish to add to your
reply.

What this salesperson is doing wrong is NOT eliciting
the actual needs from the prospect.  I have gotten
insurance leads the same way, but if I can’t speak with
the prospect, I do NOT send out a quote, because I’ve
found that in almost 100% of the leads sent, the prospect
had NOT specified what they really wanted or needed,
because they did not KNOW what they needed because they
had a lack of knowledge.  The salesperson’s role is to
find out the needs of the prospect and then educate them
about the options that are available, then offer the
solutions that meet the needs of the person.

Without speaking to the person requesting information
(even if in the emailed “lead” they say they want “X”),
I am certain that if I offer them “X” it will be wrong
for them in most cases.  We HAVE TO elicit the needs
by questioning and finding out what the prospect is
trying to do, what the problem is before offering a
solution.

If I cannot speak with the prospect (from the lead) I
reject the lead as “No Contact” and move on.  They are
not serious if I can’t get through to them.  OR, if they
think they can apply for insurance over the internet and
get an accurate quote without providing complete
information, they are mistaken.  In every case I’ve
had, I needed a little bit of information that was NOT
provided in the lead, (but WAS found out by questioning
the prospect), to provide an accurate quote and get the
prospect what they NEEDED (not necessarily what they
thought they needed, because they are not experts in
insurance).

Thanks for your newsletter!

On another note, I started a year ago into another
insurance company that had us cold-calling everyone,
“increase your calls” and you’ll “increase your
numbers.”  “It’s all a matter of numbers and activity.”
Well, I hit the road hard, and got some sales, but it
all seemed wrong, because they were building up a lot of
resistance to their insurance product, like throwing
spaghetti on the wall and hoping some of it would stick
and result in a sale.  And salespeople got used up, with
80% of them losing motivation and giving up because
cold-calling is an insult to the businessman who is busy.

I’ve since read a number of sales books including those
of Duncan about “Killing the Sale” and “Spin Selling”
by Rackham about eliciting the needs which makes sense
and goes with everything my intuition was telling me about
what was wrong with the cold-calling approach that was
being shoved down my throat.  I felt bitter, sitting in
meetings being asked “how may sales did you have?”  “what
are your numbers?” when I didn’t have any, and feeling
pressured, belittled and shamed.  Why go to those meetings
just to be belittled and made to feel a failure when THEIR
approach was completely wrong, yet they made me feel like
a failure.  I never could figure it out from THEIR sales
training, but I said to myself, I’m going to read what is
out there, research sales for myself and figure out what
to do, and I’ve totally changed my approach, feel better
and am doing better.

Best wishes,

Ron Panzer
Independent Insurance Agent
Rockford, MI  49341

My comments:

Ron,

Not only is your reply dead on, but it brings me back
to what I talked about in my last reply, i.e. studying
the area of human social dynamics in preparation for
creating The Sales Mastery Program.

I came into it simply wanting to know why a person
likes or dislikes another person.  I don’t mean in a
sales interaction, but in the most basic of interactions,
be they in social or other settings.  One of the things
I learned about is the process of eliciting values.  In
other words, if in a conversation you elicit the other
person’s core values and indirectly feed them back, the
person will unconsciously like you and want to be around
you.  On the other hand, if you don’t do anything to
elicit and feed back the other person’s values, the
person will have no reason to want you to stick around.

It’s important to recognize this because it’s more than
just a sales techinique.  It’s a BASIC element of human
interaction!

On a lighter note, I also like what you said about how
you won’t bother with someone who doesn’t respond to you
directly because they’re obviously not serious.  I call
these people “paper collectors.”  Cold calling is a GREAT
way to find them

Speaking of cold calling, the last part of your email
really brought back a lot of memories of what it was like
to be struggling in my early days of selling.  I was
doing exactly what they instructed me to do, and when it
didn’t work, I had to sit in their meetings and be
humiliated and belittled because I didn’t have the numbers
they wanted.  And yet I was doing what they wanted me
to do – cold call.

To all salespeople who are reading this, remember this
one thing:

Rejection = your technique isn’t there

It has NOTHING to do with YOU!  If you’re not getting
the sales, you simply don’t have the techniques in place.
That’s it.  It’s not personal and there’s nothing wrong
with you.  There is no such thing as a “born salesperson.”
In fact, the greatest salespeople in the world are the
ones who started out as miserable failures (I did) and
then took the time and did the work to improve.  The ones
who get into sales and do ok spend the rest of their
careers only doing ok.  They don’t excel.  It’s the people
who came from the bottom and struggled who eventually
excel and become wildly successful.

If you’re struggling in sales because you’re not getting
the leads, it’s time to get yourself a copy of Cold
Calling Is A Waste Of Time.  It’ll show you how to set
up a self-marketing system that will consistently provide
you with a steady flow of qualified leads that are ready
and willing to buy from you.  Order it right now at:

http://www.nevercoldcall.com/order.php

And if you’re already using that program with success,
or are already in a position where you have the leads
but would like to close a lot more than you already are,
and a lot faster than you already are, check out The
Sales Mastery Program at:

http://www.dontcoldcall.com

Thanks again for reading.  Good luck and happy selling!

Your friend,
Frank J. Rumbauskas, Jr.
NeverColdCall.com

FJR Advisors, LLC – 1141 N. Loop 1604 E. #105-400
San Antonio, TX 78232 – (949)200-7549

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I’ve been receiving tons of great success
stories lately and want to share a few that
I found particularly inspiring:

Update from a previous Success Story

Hi Frank,

Good to hear you still have more wisdom to come!  I still
use some of the principles from ‘Cold Calling Is A Waste
Of Time,’ without question I have had more success and
have enjoyed my job much more as a result.  I have made
sales by phone and e-mail (good sized orders too!) when
previously without your solutions this was unheard of,
and all this without running around seeing anyone that
would see me.  Get this, this quarter (Jan to Mar) I have
sold DOUBLE (in terms of margin) what I did in the same
quarter last year, and I have been on less than a QUARTER
of the amount of appointments!

Thanks again, I must read Cold Calling Is A Waste Of Time
again actually, see what more I can learn from a second
(actually 3rd!) reading after my experience of it in the
last few months!

Looking forward to the next installment, all the best!

Best regards,
Paul Irvine
West Lothian, UK

My comments,

Paul,

Thank you for an update.  I’m thrilled to see the success
you’re having, and you’re doing it by not working as hard
as before and it sounds like you’re having a lot more fun!

I think there’s a lot of value in reading the book, or any
book for that matter, at least several times.  It always
seems like I start really getting a lot out of a book on
the third or fourth read.  By the way, that’s why my new
program that’s coming out is primarily a 4-CD set with a
supplemental book, instead of the other way around.  It’s
a proven fact that we retain what we listen to far more
than what we read, and on top of that, CDs give you the
added bonus of being able to listen while you’re doing
other things such as driving or exercising.

I love the fact that you’ve doubled your sales production
compared to the same quarter last year, and with only
a fourth of the appointments you were previously doing!
You are living proof that working smarter instead of
harder is the way to huge success!

Thanks for keeping me posted on your success.  I have
a feeling I’ll hear from you sometime in the near future
telling me that you’ve doubled your sales yet again and
still aren’t working as many hours as you used to!

A different kind of Success Story

Frank,

I’ve been in the insurance industry now 23 years.  I
started out with a major insurance company in the
traditional bull pen environment, required to make my
outbound calls every Monday night.  Then I graduated to
door to door business canvassing.  Needless to say, I
learned many new colorful words of discouragement in
those days.  Fortunately, in 1985 I entered the world
of worksite marketing where the client base of 250,000
union members knew who you were and what you did and were
open minded to listening to what I had to say and recommend.
You might say worksite marketing is a form of order taking
but it has been the best sales opportunity for me.
I wish I heard about you 23 years ago when I started out.
I received your program several weeks ago and truly enjoyed
and agreed with everything you have said.

Unfortunately the company I worked for 17 years downsized
and I was laid off.  Since receiving your report I have
taken a different approach on my job interviews with
prospective employers.  I explain to them right up front
why cold calling is a waste of time and what I can bring
to the table by using your philosophy.  I refer them all
to your website for more information.  My new approach has
actually landed me a new job after 15 months of job hunting.
The employer was so impressed with my philosophy of
successful selling that he hired me on the spot.

I know you are sincere with your efforts to help people to
be successful in their sales careers, just like I have been
as a sales manager for the last 10 years.  I read all your
newsletters and have found some of your readers to be
unhappy in their sales jobs because of their narrow-minded
bosses.  In my endeavor to help those individuals to look
elsewhere for employment and even to help your readers,
that may now be unemployed looking for a job, I would like
to recommend a website that I found last week to be
absolutely amazing.  After 15 months of job hunting this
website was a blessing in disguise.  My resume and cover
letter was faxed out to 2415 business owners overnight, by
the next day I received 35 telephone calls.  In 72 hours I
have spoken to 70 business owners about a job opportunity.
I screened out most of those calls and scheduled 15 job
interviews.  I was made 5 job offers and I accepted one
today.  I don’t know the owner of this website but I do
strongly recommend it to your readers that are unhappy
where they are and those unemployed.  The website is

http://www.jobsbyfax.com

Please continue to help all of us with your words of wisdom
as well as sharing the success stories of others.

Sincerely,
Jay Soucie

My comments:

Thanks for your letter, Jay, and for the recommendation of
that website.  I’m not familiar with it myself and haven’t
had a chance to look at it but it sounds like a great
opportunity for anyone out there who is seeking a new job.
You’re right, many people in sales are unhappy, but jobs
aren’t quite as plentiful right now as they were in the late
90s so a new resource for job hunting is always welcome.
I especially like the fact that they take our sort of
Information Age mindset – what they’re really doing is
marketing you to business owners!

I’d also like to thank you for referring people to my site
and for being so up-front about your belief that cold
calling doesn’t work and why you can benefit them by
bringing modern, highly effective techniques to the table.
The good news is that more and more people are coming around
to our way of thinking.  As much as they’d love to stand by
their convictions and insist that everyone cold call, sooner
or later the lack of sales catches up with them and they
have to start looking for a better way.

Thanks again for your letter and the recommendation.  Best
of luck at your new job, and please keep me posted on how
things go.

A “quasi-success story” with a twist

Frank,

Good Morning.  I guess this is a quasi-success story with a
twist.  First of all, I want to say that I thoroughly enjoy
the book and CD’s.  I have put into practice your
suggestions, and have seen results immediately.  I have been
(prior to receiving your book) sending out a monthly
newsletter for several years now, and find the results have
been great.  I have one for prospects, which is far more
information based (free industry related news and updates
with an “opportunity” to contact me for a spotlight product
that month). The other is customer focused (I manage
existing accounts as well) and has more add-on products and
services featured.

I am now using all your ideas.  I will be launching an e mail
campaign soon, using the E Mail Sizzler from godaddy.com.
These are all getting immediate action.   The challenging
part is the sales manager that I report to.  Go to the
dictionary, and look under “Old School Micro Manager”, and
you will see his picture.  I have been fortunate in the past
that even the managers I’ve had that were old school (all
but one), I usually have been one step ahead of them, so I
have not had too much interference from them.  This guy
however, is “on” his people all day long.  I had to laugh
out loud at some of your anecdotes on the CD’s, as they
describe him exactly.  Here’s one he pulled the other day.
He calls me on my office phone, and leaves a message to call
him (I have two locations I cover, and he left an identical
message at each voicemail).  Mind you, he never calls my cell,
which I either answer or if I’m in with a prospect or client,
I always return ALL calls as soon as is reasonably possible.
So when I call him back, he asks me where I am.  I reply that
I am out on the road, and guessing his next question, I
rattle off a few of the clients I’ve visited, and gave an
update on a proposal I did.  He then says that I need to call
him during the day, so he can always easily reach me, if I’m
not going to be in the office.  Now the funny part is that
about a week prior to that he gets everyone on a conference
call, and says a lot of people are spending too much time in
the office, and need to get out on the road.  Now, I do have
to mention that my numbers are good, and I continue to sign
business.

Anyway, I invite him to visit my website, and as you might
guess, he was not very impressed.  His comment was “I bet
you could have made a 100 cold calls in the time it took
you to make that website”.  Amazing.

Anyway, I just wanted to let you know that I do appreciate
your work, and will continue to use the ideas.  BTW, we were
practically neighbors at one time, as I grew up in Westfield.
Also, if you were to print this anywhere, please do not
include my name or website or info.  I can’t imagine that my
sales manager is “onto” your “stuff’, but just in case, I
don’t want to cause myself any problems with him…I just
want to “manage” him the best I can!  Keep up the good work!!

My comments:

That is classic!  Believe me, I’ve had exactly the same
kinds of managers in the past, and it’s definitely not
fun.  It’s really frustrating because they’re supposed
to be there to help you and yet they’re always getting
in the way of making money.  It reminds me of Al Pacino
in Glengarry Glen Ross when he was yelling at his
manager, played by Kevin Spacey:  “You’re supposed to
help us.  To HELP us!”  Just remember, your numbers will
speak for you in the end, and eventually will overshadow
your manager.

By the way, my favorite part of that story is when you
showed your manager your website, something that is
actually getting people to call YOU, and all he said is
that you could’ve made 100 cold calls in the time it took
to set that up!  Unbelievable!  At this rate, “Old School
Micro Manager” probably should be included in the
dictionary!

I’m glad to hear you’re getting great results through
the use of my program.  Success stories like these serve
as an inspiration to all salespeople to get into action
and do the same, and it makes me happy to know that I’m
saving people from going through all the trouble I did
simply because I was only taught to cold call and nothing
else.

If you’re reading this and you’re not experiencing the
level of success these people are, perhaps it’s time you
got yourself a copy of Cold Calling Is A Waste Of Time:
Sales Success In The Information Age.  It will do for you
exactly what it’s doing for them.  You can get it right
now at:

http://www.nevercoldcall.com/order.php

You’ll have the eBook within minutes and your full package
will arrive in a few days.

Thank you again for reading, and especially to Paul, Jay,
and our third contributor who is “in hiding” from his
Old School Micro Manager!  Best of luck and happy selling!

Your friend,
Frank J. Rumbauskas, Jr.
NeverColdCall.com

FJR Advisors, LLC – 1141 N. Loop 1604 E. #105-400
San Antonio, TX 78232 – (949)200-7549

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NeverColdCall.com Newsletter

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use the link at the very end of this email.

We all know how powerful a sales slump can be,
and how it can have such an iron grip on your
performance once it starts.

For a long time I’ve been trying to understand
exactly WHY this is so, and even though I’ve
come to a basic understanding of why slumps
are so powerful, I recently came upon the right
words to explain it, and in doing so, I gained
a lot of insight into how to prevent them from
happening in the first place and, at the same
time, how to increase your overall sales success.

I was at a four-day seminar featuring a wide
variety of guest speakers in various areas of
self-improvement and how to really achieve
excellence in everything that you do.  One of
the speakers in particular was a practicing
hypnotist who works with people specifically
to remove limiting beliefs from their minds.
Regardless of whether or not you believe hypnosis
works as a self-improvement technique, he spent
quite a bit of time discussing the ins and outs
of the subconscious mind, and it was during
this part of his talk that the light bulb went
on in my head and I not only figured out the
cause of slumps once and for all, but also
realized what it is that keeps many salespeople
down and exactly why my own personal success
in selling increased exponentially as soon as
I eliminated cold calling from my routine.

The speaker was talking about the effects of
rejection on the subconscious mind, and about
how the belief that anything is a “numbers
game” actually perpetuates failure because of
the destructive effects it has on your own mind.
In some ways, the belief that “it’s a numbers
game” works as a limiting belief against you.

This hypnotist explained that the subconscious
will give you whatever it THINKS you’re trying to
feed it.  If you’ve read Cold Calling Is A Waste
Of Time, think back to the part where I explain
that the subconscious mind works with whatever
material it receives, positive or negative.  If
you’re inadvertently feeding negative material to
your subconscious mind, it will respond by
transforming those negative thoughts into outward
physical action on your part that will generate
only negative results.

Moving on, he got to his point.  The subconscious
mind learns through REPETITION.  If something is
happening over and over, on a regular basis, the
subconscious receives it, recognizes it, and acts
upon it solely as a result of constant repetition.

Deliberately doing anything that results in
repetitive rejection causes the subconscious mind
to actually EXPECT rejection, and causes you to
unconsciously do things through your body language,
voice tone, and other means to CAUSE rejection to
take place!

When you force yourself to experience
rejection on a regular and consistent basis, your
subconscious mind mistakenly believes that you’re
trying to program it to WANT rejection, and it
responds by actually making it happen more often!

This key component in the workings of the human
mind says more about why you should avoid cold
calling at all cost than anything else I’ve ever
learned.

Let’s look at it from a real-world point of view.
We can all agree that, on average, about 1 in 50
cold calls will result in a lead – a real, qualified
lead that is, not just someone who will agree to
an appointment with you.  An appointment is not a
qualified lead.

Let’s say someone is a really great cold caller,
or happens to have a great territory or is just
plain lucky and this person is getting 1 in 20.

This means that for every 20 cold calls, this
person’s subconscious mind is receiving “rejection
programming” 95% of the time.  It will eventually
accept this “rejection programming” and short
circuit the person’s success.

I think this function of the mind also serves to
explain the reality of “sales burnout.”  I know so
many salespeople who were always successful and top
performers, until one day they reached burnout and
had to get out.  Even though things were going well,
something snapped inside them and they immediately
got out of selling for good.

I now believe that the endless years of “rejection
programming” are to blame for sales burnout.  After
thousands upon thousands of rejections have been
burned into one’s mind, the subconscious simply
shuts that section of the mind down and the person
can no longer go on selling.

The crazy part about all this is that if salespeople
spent their careers utilizing some simple lead-
generation systems and methods, they’d never have to
cold call, never have to deal with thousands of cold
call rejections, and would have much more profitable
sales careers as well as healthier self-esteem and
would generally be happier people.

The scariest part of this speaker’s presentation was
when he explained that people who have inadvertently
programmed themselves for rejection have difficulty
not only in business, but in all areas of life,
particularly in relationships.

If you’re still cold calling, you’re subjecting
yourself to this rejection programming on a daily
basis and the effects are cumulative over time.
My “Cold Calling Is A Waste Of Time:  Sales Success
In The Information Age” program will give you the
lead-generation systems and methods you can use to
forever stop cold calling.  If you don’t have it,
get it right now:

http://www.nevercoldcall.com/order.php

Feel free to send in your questions and watch for them,
along with my responses, in future mailbags.  The
address is newsletter@nevercoldcall.com.  If you have
a success story to contribute, please send it to
successstories@nevercoldcall.com and use “Success Story”
as the subject line.  I read those first.

And be sure to forward this information to anyone you
think may benefit by it.

Thanks again for taking the time to read this.  Good
luck and happy selling!

Your friend,
Frank J. Rumbauskas, Jr.
NeverColdCall.com

FJR Advisors, LLC – 1141 N. Loop 1604 E. #105-400
San Antonio, TX 78232 – (949)200-7549

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Success Story

Frank,

I just had to write and tell you this, it is so
funny. So far, I have earned about $3,000 in new
business thanks to you!  I have to share a story
with you. I was actually on an appointment with a
dermatologist that received one of my marketing pieces
and I sold her $5,000 worth of advertising. It was
so funny, a sales person entered her office, I would
say he was dressed okay. His suit was black, and his
tie was red, but by no means was he intimidating, or
as I call it dressed in Napoleon Hill attire, at least
not to me anyway.  He came in on a typical cold call,
and he was being persistent with the ladies that worked
in the office, about getting to the decision maker.
Which is the dermatologist who was on vacation, but all
financial arrangements were being handled by the office
manager because we had discussed details the week prior
before she left for vacation.  To make a long story short,
I was actually in the office area with the other ladies,
and they started to make fun of the the salesman and
stating “how deperate he looked, and how they hated
when sales people barged in their office desperate
looking for some sucker to buy what they are selling.”

I thought this was so funny, here I am a sales person,
and they did not view me as a salesperson, simply because
of the way I dressed, and my method of contacting them.
What you said in your book about your attire is completely
correct.  The $700 dollar suit I bought set me back a
couple of paychecks, but I made $2,000 on that one sale.

Thanks again,
Kimberly

My comments:

Kimberly,

Funny, isn’t it?  You’re obviously a salesperson, but
by making some very simple changes in your outward
appearance and conduct, and by not cold calling, you are
respected as an equal while other salespeople are made
fun of right in front of you.

I always resented the way most management tried to
“motivate” us as salespeople.  They actually wanted
us to take on the stereotypical rah-rah persona that
only serves to get salespeople discredited and made
fun of.  The reality is that we really are business
equals.  We are there to help people.  None of us would
represent a product or service if it didn’t help people,
and we know in our hearts that what we’re doing is right.
However, if we don’t work to create the appearance of
being a business equal, we don’t get the respect we
deserve, and as a result our prospects miss out on
the benefits of whatever it is we have to offer.

The vast majority of salespeople not only fail to
present themselves as business equals, but actually
manage to look like the stereotypical salesperson.  They
follow the very wrong advice of “dress like your
prospects to make them feel comfortable.”  They have the
typical, so-called “upbeat,” rah-rah personality and really
try to play it up.  They annoy people by cold calling and
do more harm than good as a result.

Can you imagine executives in a boardroom on Madison
Avenue acting like that?  Of course not, and of course
that’s why anyone who does immediately loses credibility
with serious businesspeople.  It’s one thing to remain
positive in your own mind, and believe me, that’s
essential.  But in doing so, keep it to yourself.  Sure,
being upbeat and persistent helps, but not to the point
where you become annoying.

Your example is so perfect.  You used the marketing
tactics explained in my program to get in through the
proverbial back door while the poor, hapless cold-
calling salesperson tried to barge in through the front
door and not only didn’t make it, but also lost respect
and was made fun of behind his back.

The really sad part is that, despite the fact that what
he’s doing isn’t working, he’s probably being told to
“increase his activity” and “make more calls” and as a
result is only managing to lose even more respect and
credibility instead of constructively working to increase
his sales.  You, on the other hand, are working smart
instead of hard and finding out that it’s actually
really easy to attain high sales numbers without as much
work as you had to do before just to survive.

I was amazed when I got to the point where I figured
this stuff out for myself and started using it.  Up until
that point, I wore myself out working long days and facing
endless rejection from prospects.  I tried to take the
advice of my managers to be “thick-skinned” and let the
rejection roll right off my back.  Do more activity, they
told me, and success was sure to follow.  Just keep
making more, more, more, more, and more calls.

The funny thing is that when I followed their advice,
I rarely made my quota, and when I did it was the result
of starting work before sunrise and going home after dark.
Once I started using my self-marketing system, I almost
felt guilty because I was literally working part-time and
blowing out my numbers.  I was working 10 am – 4 pm every
day and actually felt sorry for the reps who were working
7 am – 7 pm, spending hours each day cold calling, and
selling less than I was in the end.

Obviously my program is centered around the self-marketing
system I worked out on my own, but I’m glad to see you’re
following all of the advice, especially the advice on
attire and why it’s to your advantage to work to actually
intimidate your prospects rather than dress to make them
feel comfortable.

It’s entirely too easy for someone to say “no” to someone
they’re comfortable with.  It’s a different story saying
“no” to someone who intimidates you.

Long before I could really afford it, I started shopping
for my business clothes at Neiman Marcus.  One suit cost
me what five did before, but the effect on prospects was
profound.  Even more profound was the effect those clothes
had on my own confidence.  The resulting increase in
income more than made up for the cost of those clothes.

One of the major commercial leasing companies was located
in an office building I once worked in.  The new leasing
agents were required to buy clothes and lease BMWs or
Mercedes that they couldn’t really afford just starting
out, but the management knew what they were doing, and
it was the effect that these clothes and cars had on both
the leasing agents and their prospects that kept their
production very high and allowed this company to become
the undisputed leader in their field.

When I visit a sales office to do in-house training I’m
usually disappointed with how sloppily they dress.  It
angers me to know that we don’t get the respect we deserve
as legitimate salespeople, and it’s largely due to people
like this who don’t take the time and effort to present
themselves as professional business executives.

Thanks, Kimberly, for helping all of us to look better
through your efforts at being professional.  You’re also
doing a service to the reputation of salespeople worldwide
by not cold calling and by choosing to contact your
prospects through more professional methods.  Thank you!

Yet another angry (idiot) critic

Cold calling takes “BALLS” … 90% of my sales last
year were due to cold calling.  I couldn’t agree with
you less.

My comments:

What a surprise.  Yet another “salesperson” who seems
to think that having, as he put it, “BALLS,” is more
important than making money.

Granted, this email is crude and inappropriate but
it’s such a great example of this machismo attitude
that unfortunately continues to permeate the sales
profession.  In my response to the previous email, I
talked about how salespeople who present themselves
poorly ruin the reputation of all salespeople.  This
person takes it even further.  With people like this
running around out there, is it any small wonder why
so many people have built up very high levels of
sales resistance?

It seems like most managers are obsessed with “fighting
the good fight” and “having a strong competitive spirit”
rather than working smart to generate sales.
They can’t seem to accept the fact that the rest of
the world has moved on into the 21st century and away
from their old-school, Industrial Age way of doing
things.  And yet they continue to fight change with
the hope that their old traditions may live on.

Sir, if that is your attitude, may I suggest that you
get out of sales?  A career as a professional boxer or
football player would be much more appropriate for you.
Please stop hurting the rest of us through your ignorance.

One last comment – I told this person that if he could
provide documentation to prove that he was having success
by cold calling, I’d swallow my pride and post it in a
newsletter.  I’ve received no response.

Letter From A Reader

Dear Frank,

I would love to be in touch with someone
in the Commercial Collection Industry that is using
this program effectively. I’m in the process of
developing a flyer but I just don’t think that would
come across professionally, I’m thinking more of a note
with a small gift. In our Industry companies get inundated
with telemarketer calls at least 5 times a day and it’s not
easy to get the attention you deserve. I would love to hear
from someone out there to share some of their successful
ideas as well. Can this be arranged somehow? By the way
I truly enjoy this newsletter and hearing about some
of the successful stories inspires me.

Your friend,
Olga
olgasmith@rcn.com

My comments:

Ok, there you have it.  With the size of this newsletter
list, I’m sure there have got to be a few others reading
who are in the commercial collection industry and who
can offer suggestions!

I agree that there are entirely too many people trying
to sell collection services through telemarketing, and
it just doesn’t work anymore.  One idea that comes to
mind is putting together a free informational piece
advising potential customers on how they can improve
their in-house collection efforts.  A free newsletter
would be great for this purpose.  Of course, at the
end of your free information or newsletter, include your
contact information as the expert on the subject.

Because so few salespeople are willing to spend time
with someone unless they’re absolutely going to buy
something, you can really get ahead easily by offering
some free help or advice.  You’ll be amazed at how
quickly you’ll start getting sales and referrals as
a result.

Because I also worked in a saturated industry, I found
it very challenging to be effective and to get good
leads and make sales.

I became extremely frustrated and at times thought it
wasn’t even possible and that I should probably just
get out of sales altogether.

If you’ve felt that way or are experiencing the same
frustration, what you need to do right now is get my
“Cold Calling Is A Waste Of Time:  Sales Success In
The Information Age” program.  You just heard from
someone in this mailbag who bought the program and
has already made over $3,000 as a result of using
the methods I explain in detail.

That’s a return on investment of just over 4,347%.

Get it right now:

http://www.nevercoldcall.com/order.php

Keep the emails coming!  Obviously I can’t reply to them
all and can only publish a small percentage in these
mailbags, but I try to read all of them.  Success
Stories are the best of all, especially after hearing
from all the angry critics who claim that they’ve gotten
rich through cold calling but for some reason cannot
provide any documentation to prove it!

Thanks again for reading.  Talk to you soon.

Your friend,
Frank J. Rumbauskas, Jr.
NeverColdCall.com

FJR Advisors, LLC – 1141 N. Loop 1604 E. #105-400
San Antonio, TX 78232 – (949)200-7549

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