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 Again system – 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.

Last week I wrote a guest article for a major sales website, about my perspective on cold calling now that I’m a business owner & decision maker. I realized there are many great points in that article, so I’d like to share the major ones with you.

The first one is that as a business owner, cold callers never reach me. Ever. And the really bad news is that this is the case with nearly all decision makers! The reason why cold calling has such a low success rate, as a percentage, is because 4 out of 5 of us are unreachable. Period.

To make matters worse, it’s now a common tactic for decision makers to dedicate a separate voice mail box just for cold callers, and guess what? It’s never checked!

That’s right. If you’re wondering why your messages aren’t returned, it’s because your prospects never get them in the first place.

Is this rude? No, I don’t think so. As someone on the “decision maker” side of the table rather than the “salesperson” side, our definition of rude is receiving a cold call in the middle of a busy day when we’re already behind on work.

Another point to keep in mind is the statistic I love to quote, from the study done by the business school at the University of North Carolina that concluded that 80% of business decision makers in the US absolutely, positively will not buy as the result of a cold call.

Why is this important?

Well, aside from the obvious fact that cold calling is a waste of time, is the fact that 20% of those people will buy from cold calls. And therein lies the problem.

As long as those 20% are still buying from cold calls, salespeople will continue to delude themselves into thinking that “cold calling works!”

Seriously – the average success rate from cold calling is 1%, and among the very best of the best, it’s 3%.

Three percent! But is this any surprise when only 1 in 5 decision makers will even respond to a cold call in the first place?

If that 20% of the market would just stop responding to cold calls, people would wake up to the fact that it’s a zero-results game, and they’d finally give it up and do something more productive to generate leads.

But, I’m not complaining. As long as the majority of salespeople continue to cold call and keep on fighting each other over that 20% of the market, the rest of us are free to go out and close sales with the other 80%.

I titled this email “Break Your Addiction” because that’s what cold calling is. It’s an addiction. And as long as salespeople get a sale here and there from cold calling, the addiction will go on, and they’ll continue to be afraid to stop cold calling and begin doing something different and better to prospect for sales.

So that’s why it’s time for you to…

Break Your Addiction!

There’s really no sense in continuing to cold call when even a university study concluded that 4 out of 5 people will never respond. That’s pretty bad odds. And in terms of actual sales success, it’s even worse than that.

But, there’s good news: There’s a way out of the cold calling addiction. Lots of ways out. And I’ve assembled them all into a step-by-step, easy to use system. And I’ll let you try it out, on me, for 30 days.

I’ll ship the Never Cold Call Again system direct to your door and you have a full 30 days to decide if you love it (and almost everyone does), or if you want to send it back, in which case we’ll never bill you for it and you’ll never hear from me again.

It’s that easy – so get yours right now:

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

Here’s to your success!

Frank Rumbauskas

I’d been meaning to read Ford’s book for a long time since I’m a big fan of Napoleon Hill’s work, and Hill has stated that Ford was the largest influence and source of knowledge for his writings. A recent (and cold) visit to Detroit finally inspired me to read Ford’s autobiography.

One of the things that struck me most about Ford’s writing is his dismissal of so-called experts. He relentlessly regards ‘experts’ as being not only useless, but even detrimental to a business. I thought about my own experiences and have to say I agree.

Here are a few examples of where the so-called ‘experts’ have been flat-out wrong:

1. Google AdWords

Two years ago I was suffering from a severe sinus infection that resulted from toxic mold exposure. It not only had me feeling miserable for a few months, but also required surgery and a brief hospital stay to cure, so I decided to temporarily outsource the management of my Google AdWords campaigns.

I did tons of research and found the ‘best’ AdWords management company out there. I was convinced that, with their slick marketing and steep fees of several thousand dollars per month, that my campaigns would be in good hands.

The result?

These ‘experts’ took my money and did little else. Through their incompetence they ran my campaigns into the ground to the point where my business nearly screeched to a halt. Needless to say I fired them after only a couple of months, and within a matter of days I had my campaigns back to massive profitability again.

Strike 1 against the ‘experts’.

2. Website Optimization and Conversion

On the advice of a friend of a friend, I hired a “leading” website optimization and conversion firm. At a cost of several thousand dollars (again) they told me everything that was wrong with NeverColdCall.com and had their team design an all-new site that would supposedly get more newsletter signups and more sales.

The result?

Well, it wasn’t the disaster that the AdWords people were, but let’s just say that it didn’t convert nearly as well as the current NeverColdCall.com site that I designed all by myself, with no help from ‘experts’ or anyone else.

After a month of the expensive ‘expert’ site I put my old site back up and literally within hours I could see the numbers start creeping up again.

Strike 2 against the ‘experts’.

3. My Sales Career

In my sales career I spent literally hundreds, if not thousands of hours, reading  books, listening to tapes, and even going to seminars when I could afford it. I soaked up as much information as I could from the sales experts.

Their advice didn’t exactly make a lot of sense: Make tons of cold calls, go to networking events, make fake rapport at appointments, and then pester people day after day after day until they either said yes or no.

Though it didn’t make sense to me, they were the ‘experts’ after all, so I went out into the field and tried it.

And none of it worked for me.

I got fired from my first sales job.

And my second. And third. (Actually I quit before dealing with the embarrassment of being fired, but it’s all the same.)

Finally I got hired by a sales manager with a brain, who immediately told me to stop cold calling because it’s a waste of time, and that he didn’t spend thousands of dollars to send me to sales training to have me do the job of a minimum-wage telemarketer.

With this new-found inspiration, and a bit of mentoring from more successful salespeople, I built a system of lead-generation strategies and techniques that eventually eliminated the need for cold calling and networking and simply had my pipeline filled with fresh, hot leads, all the time.

Many of my co-workers wanted to know what I was doing, so I explained it all, and they were able to easily duplicate my system.

One day I realized I was sitting on a gold mine of knowledge, and packaged it all into what is now known as the Never Cold Call Again system. I began selling it and, not surprisingly, people started buying it and immediately began getting back to me with their own personal success stories.

(Oh yeah, I forgot to mention: Strike 3 against the experts!)

Of course I’ve continually updated the system to reflect the latest technology – it now explains all of the details of using the Internet to gather hot leads – on top of all the other systems that still work today as well as ever.

The good news in all this?

Your copy of the Never Cold Call System is ready and waiting to ship to you today, and you pay nothing but the shipping (only $9.25 in the US) and you 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 third-party guarantees after a thorough credit, financial, and reputation check, so you know this is 100% risk-free for you.

So don’t waste another day making cold calls and hating it. You can request your 30-day trial of the Never Cold Call Again system right here, right now -

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

To your success!

Frank Rumbauskas

PS: Seriously, do you really 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

Remembering that I’d met Neil at a marketing conference once upon a time, my curiosity got the best of me and I read parts of it.

The gist of what they did was this: They’d approach women in bars, and open conversations with dumb questions about random things, always starting with, “Hey, I need a female opinion on something.”

What this did was allow them to come in “under the radar.” As the book explains, in a bar or nightclub situation, women automatically have their guard up and the usual pickup lines that men use will fail, even if the woman would otherwise be interested in the man. They call this a “programming wall.”

But by using this strategy of asking a completely random question, under the guise of “I need your opinion,” they’d be able to start a conversation and move it forward to where they could successfully get a phone number or ask her out on a date.

What intrigued me most, however, was this idea of “programming walls” and how a woman would not talk to a desirable man, just because he approached her in a way that hit one of these subconscious walls and caused her to shut down.

It ingrigued me because selling works in exactly the same way. Selling is a game of human nature, and you have to know how to make the right approach and avoid hitting these so-called programming walls.

I observe myself doing it all the time. Whether I’m walking through the mall and pass by one of those kiosks with an annoying salesperson calling me to come over, or a sales rep approaches me in the typical cold call manner, I completely shut down and want nothing to do with them.

Sometimes I even do this with the friendly people offering free samples in the supermarket – not because I don’t want the sample, but because their method of approach triggers a programming wall in my mind, and I walk on by pretending to be uninterested.

Similarly, someone may be sellling something I need, or are even actively shopping for, but when they cold call me, the programming wall goes up, they slam head-first into it, and nothing happens.

Years ago, long before Neil’s book came out, a sales manager who agreed that cold calling is a waste of time explained to us that cold calling is slamming head-first into a brick wall, when we really needed to go around the walls.

That’s why even those who cold call will still perpuate ridiculous stories about how someone “got in the door,” like the urban legend about mailing someone one shoe along with a note saying, “I’ve got one foot in the door, how about the other?”

Obviously someone who has never sold successfully made that one up, but you get my point – getting in the door successfully means finding ways and means of getting around the door and into the decision maker’s office.

Cold calling means slamming into that door over and over again. If you follow the insane advice to “increase your activity,” all that means is you’ll be slamming into it even more and more.

The answer isn’t to cold call. It’s to use effective, Information Age, self-marketing systems and methods that get you around the door. And closing sales.

And what are those methods?

That’s for me to know and you to find out!

Sorry, just kidding, but I couldn’t resist……..

Seriously though, I’ve already written them all down for you. They’re in my Never Cold Call Again system, a system that over 50,000 salespeople and small business owners have already used to stop cold calling forever.

And your copy is ready to ship to you today, right now, and you get to review it for a full 30 days before deciding if you want to keep it and be billed then, or mail it back and never hear from me again (and never pay me a dime). It’s that simple so get yours right now:

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

Here’s to your success, and to stop slamming into those doors!

Frank Rumbauskas

A couple of weeks ago I had a speaking engagement in front of a small group – my favorite kind – and we sat down for a roundtable discussion after.

One of the first questions was about the most effective method of referral selling. When I replied that the best way is by creating a “by referral only” persona, complete with a separate set of business cards containing that very statement, someone responded that that’s how Bernie Madoff reeled in his “clients.” (Actually victims.)

I was surprised by this, so I looked it up when I returned home – and sure enough it’s true!

Now and then I watch “American Greed” which frequently features Ponzi schemes and I’m always baffled at how people will hand a check for their entire life savings over to a con artist.

Yet hearing about Madoff’s method made sense, for this reason:

People crave exclusivity. People strongly desire what they cannot have.

What he was doing is the classic “takeaway” in a manner that was so convincing to people that they couldn’t give him their money fast enough.

All because of three little words: “By referral only.”

And that same desire for exclusivity, and for things that are out-of-reach, is the same exact reason why cold calling doesn’t work: You’re too available.

In fact, even traditional referral selling usually fails for the exact same reason: Because most salespeople practically beg for referrals when they go after them!

I’ve heard it a million times: “After you close a sale, ask your new customer for five referrals.” I’ve even heard one sales trainer take it to a level that’s totally obnoxious. He said, “Asking for five referrals isn’t enough. Make the customer call them, right then and there while you’re still in the office, and introduce you live.”

Yeah, right. Try that one in real life and your new customer will probably get pissed off at you, tear up the contract, and kick you out.

Hard selling just won’t cut it anymore, folks. It’s not 1950 anymore. You have to be better than that – smarter than that.

So here’s what you’re going to begin doing right now: Scrap the old begging routine of “please, please give me referrals!” And quit wasting time at mixers and lead clubs where you’re sitting around with a group of non-performing salespeople who never bring anything to the table.

Instead, go with the “by referral only” strategy and watch how fast you have people clamoring for your time and you attention. You’ll even find your existing customers valuing you more, and feeling more satisfied – they’ll be flattered that you chose to work with them even though you normally work “by referral only.”

Once you apply this method, watch your results go up exponentially, to such a degree that soon you’ll never have to prospect again.

Here’s to your success!

Frank Rumbauskas

PS: If you’re thinking to yourself that this sounds great, but you don’t have anyone to use this on – not enough prospects and not enough customers – my Never Cold Call Again system will show you how to flood your inbox with hot qualified leads. Get your copy shipped to your door today:

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

People have said that about lots of things. Here are some great examples:

The 4-Minute Mile

The 4-minute mile, the act of running a one-mile run in less than 4 minutes, was thought to be impossible. Scores of athletes tried it and failed.

Then one day in 1954, Roger Bannister did it. Suddenly, so did plenty of other runners.

Once the “impossible” was done, the limitations that people set up in their own minds was gone, and suddenly anyone could do it.

Isn’t it strange how the mind works?

Invention of the Radio

When Guglielmo Marconi invented the radio, and announced to his “friends” that he had invented a method of sending messages through the air, without the aid of wires, those “friends” had him taken into custody and examined in a mental hospital.

They were sure he’d gone mad.

Why?

Simply because the idea of radio was “impossible” to them.

Cold Calling

Last week I wrote you an email about how my own “friends” accused me of lying when I told them that I was generating such amazing high sales numbers without
cold calling.

To them it was “impossible” to make sales without cold calling. The company I worked for didn’t even count a sale toward quota unless it came from cold calling… as if the sale weren’t real and the customer paid with Monopoly money!

Henry Ford

Henry Ford began his automotive career as a simple machinist, working alongside other machinists, many of whom were smarter and had more intellect than Ford.

Yet he managed to make hundreds of millions of dollars and become the richest man in the world, in his day, because he didn’t believe it was “impossible” to do so.

His fellow machinists remained machinists for life, because of the word “impossible” in their minds.

Sales Success

After I stopped cold calling and discovered more and better ways of getting leads, I quickly rose to new heights of achievement and eventually became a best-selling author when I revealed my methods to others.

My co-workers, like Ford’s co-workers, never rose to great heights of sales success and in fact are still struggling to make ends meet, cold calling day after day, still convinced that my success is all about “luck” or “chance.”

All because they think that what I did was “impossible.”

They’re too close minded to understand the simple truth that anyone can do it!

In fact, over 50,000 salespeople and small business owners all over the world have gotten their hands on my Never Cold Call Again system, in one of the many editions available since I started selling it nearly nine years ago, and they know that it’s not “impossible” to achieve huge sales success without cold calling.

I’m willing to bet they’d tell you it’s easy.

So do this right now: If you don’t have the Never Cold Call Again system, ask yourself why not? Is it because you’re letting self-limiting thoughts of what’s ”impossible” hold you back?

To make it really easy for you, I’m going to ship the complete system direct to your door. All you pay is the shipping, which isn’t much at all. And you have a full 30 days to try it out.

If you love it (almost everyone does), keep it and we’ll bill you $97 in 30 days. If you don’t want it for any reason at all, send it back and we’ll cancel your order and you’ll never hear from me again.

It’s that simple -

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

To your success,

Frank Rumbauskas

The people making the MOST sales are going on the LEAST number of  appointments!

This is an astounding statement, especially since it flies in the face of the more activity & more appointments, “more more more” culture of today’s sales management.

Here’s Why It Happens

When a sales cycle happens very quickly, the closing rate tends to be very high because the prospect sees the immediate value and the salesperson is able to close the sale with minimal objections, if any at all.

On the other hand, when an appointment is set several days in advance, the prospect naturally builds sales resistance in anticipation, and has plenty of time to come up with logical reasons not to buy.

Notice I said LOGICAL reasons! Not token objections like “I have to sleep on it” or “I need to think it over” or “we need to get 2 other bids first.” I’m talking about LOGICAL objections that even a great salesperson would find difficult or impossible to overcome.

To illustrate, let me tell you a true story:

A while ago I sat in a cubicle beside another salesperson, who I’ll call Mike to protect his identity (not his real name).

Mike was older and far more experienced than I, and truth be told, a better salesperson. He was a better talker and was better at carrying on a conversation.

Mike spent hours each week setting tons of appointments. He’d look at his full calendar, get excited because he thought more appointments equalled more sales, and he’d go out and work his appointments.

He made enough sales to cover quota and get by each month, but never more. (In fact I remember him driving an entire summer with no air conditioning because he didn’t have the cash to cover the repair.)

Mike was satisfied with that result; after all, he figured that he was selling as much as he could. As long as he kept up that high number of appointments, he’d continue to make 100% of quota and would keep his job.

And then I came along…

In this sales office, there were five reps, yet I was bringing in over half of all total sales. That’s right – I represented 20% of the total sales force but brought in over 50% of all sales! (You may remember this story from the 37-page PDF download since my old boss wrote the foreword and told the same story.)

And not only was I bringing in most of the sales, but I was going on fewer appointments than any of the other reps in the office!

As expected, this baffled everyone, and all the rumors started – I must have been getting leads from the boss (in reality there were no leads), and all the other usual suspicions when a top sales pro actually knows what he’s doing, but others refuse to believe it thanks to their own self-imposed limitations.

But it’s true.

How did I really do it? Simple: I kept each sales cycle as short as possible!

I did this as follows:

1. I only spoke with highly qualified prospects who already knew they needed to BUY what I was selling.

2. I kept appointments to a minimum, which was especially shocking to everyone in an industry where a 3-appointment sales process was standard (an initial, a presentation, and a closing appointment).

3. I kept the sales process as short as possible. In most cases I moved into closing the prospect on that very first phone call and sent over the contracts by fax or e-mail (keep in mind these were very highly qualified prospects).

There you have it – the three simple steps I followed to outsell the rest of the office combined, with LESS work.

What did my co-workers do? When they found an interested prospect, they set an appointment. In other words, they took someone who was ready to BUY RIGHT NOW, gave them several days to think of all the logical reasons not to buy, objections that neither you nor I nor anyone else could possibly overcome, and they didn’t make the sale.

What You Need To Do

Here’s what I want you do to: I want you to stop going through this silly multiple-appointment process when you don’t need to. When you do it, you’re just taking people who are ready to BUY and give them plenty of time to decide not to. All without your help or input.

The key to selling MORE with LESS work is to speak only with those prospects who are ready to buy right now, and guide them into buying.

That’s it.

So start doing it. Only work with highly qualified, ready-to-buy prospects, and close them as quickly as possible.

If you’re wondering where to find those elusive, hot prospects, there’s a simple answer to that: My Never Cold Call Again system will show you how, very
specifically and step-by-step, to get those people flocking to you, ready to buy.

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

In case you’re wondering, here’s how my offer works:

I am going to offer this program for $97. And you pay me nothing today except the shipping.

I’ll ship you the course and let you download the e-book portion right now so you can get started immediately. If you like it, keep it and we’ll bill you the $97 in 30 days.

If you don’t like it, send it back and you’ll never even be charged. I am removing all of the risk for you

I’m able to make this offer with full confidence because almost nobody sends the program back. It’s that good.

Are you ready to stop cold calling and start selling yet? It’s easy, get started right now:

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

To your success,

Frank Rumbauskas

PS: Just remember, once you have those leads flooding in, to take my advice in this email and to move right into the sale. Don’t mess it up by dragging them through an  unnecessary process that will just give them excuses not to buy.

What’s interesting, though, is that the best advice doesn’t always come from the most expected sources.

Here’s what I mean:

Some of the people I subscribe to are “underground” types. They’ve usually started out as self-made entrepreneurs and built businesses from the ground up, with little or no capital, just as I have.

And I find that their advice is always the best of all. It’s usually chock full of tidbits, strategies, and tricks that really work when it comes to making a business successful.

At the same time, I also receive email newsletters from the more “establishment” or “respected” sources – the ones that big business and corporate America subscribe to.

The content they send out is pretty much what you’d expect “B2B Email Marketing Trends” or “Social Media Marketing Insights for 2012″ … you get the idea.

And you know what?

It’s all rubbish!

It’s clear from reading that stuff that it exists for, or serves, only two purposes:

1. Sitting around all day and analyzing this junk is a common excuse for a corporate middle manager, who has no real function, to justify his or her job.

2. The publishers of this content know this, so they continue to pump out this kind of useless content, that really explains nothing, at super-inflated prices, knowing that corporate types will continue to go on buying it. Most of it is written by analytical propeller-head types who have zero real-world experience in sales or marketing.

By now you’re probably asking, “What does this have to do with selling?”

Fine – I’ll tell you:

If you’re like most salespeople, your own employer is probably buried in this stuff and thinks it’s great. The end result is that they become totally detached from what works in the real world.

This is painfully obvious when you have to deal with a manager who supports cold calling, or worse, orders you to do it. They’ve been out of the field for so long – or have no real sales experience in the first place – that they really believe cold calling is going to work in this day and age. (Hint: It doesn’t.)

Let’s take it a step further, and I’ll let you in on a dirty little secret that most of my peers in the sales training world don’t want you to know:

The sales training business takes advantage of the fact that most sales management is totally out of touch with reality now in 2012. They all secretly know that cold calling doesn’t work, but they’re not about to say it out loud.

Why?

Because the out-of-touch management, when choosing sales trainers to bring in to train their sales forces, will always go with a cheerleader type who does nothing other than come in and tell everyone to “make more calls!”

And here’s another secret: After the trainer does his thing, and the sales results don’t go up at all, and the management calls to activate the money-back guarantee from the training company, they always pull the same stunt:

“Your sales reps didn’t do the activity numbers we told them to do. They didn’t make enough cold calls. And so we don’t owe you a refund.”

Sound familiar? How many times have you had to hear an out-of-touch manager telling you that you didn’t make enough calls last month? As if calling more people totally at random, who are not at all targeted prospects, will actually accomplish anything?

My point in all of this is that what you see touted as “mainstream” or the current “business trend” is usually way off the mark. WAY off.

And the antiquated notion of cold calling is one of the worst offenders.

There are far, far too many better ways to get leads and make sales than by cold calling. It really has the lowest return on time and effort, not to mention the fact that it takes up a HUGE amount of time in the first place.

If you’re sick & tired of the cold calling grind, my Never Cold Call Again system will show you the way out – dozens of effective lead-generation tactics & techniques that will bring you an endless supply of hot, qualified leads! And remember, you get to “try it before you buy it” for a full 30 days so grab your copy now:

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Hopefully your New Year is off to a great start – make it even better by ridding your life of cold calling once and for all!

To your success!
Frank Rumbauskas

The issue is this: The time management system the book details is so overly complicated that just setting it up and maintaining it takes up way too much time!

Curious, I googled the book title to see what others think of it, and what I found really concerned me – I certainly hope YOU are not one of these people!

Here’s what most who also hated the book wrote:

“I didn’t like this time management system. I also tried System X and System Y and finally settled on System Z – that one is great!”

WHOA!!! This is total insanity – people are not only wasting endless hours by using overly complicated time management systems that do nothing but WASTE time, on top of that they’re going through system after system…

And they’re wondering why they can’t seem to get anything done!

The obsession with time management systems reminds me a lot of the “lead sorting” ritual I used to see happening in sales offices in the 1990s (this was when leads were on cards, before laptops and CRM became the norm).

Other reps I worked with would arrive in the morning, make a cup of coffee, and then proceed to waste a full hour or more “sorting” their leads – they’d keep going through the pile of cards, separating them out into categories of who they’d call first, and so on.

Huh?

Yep, they “sorted” their leads all morning, instead of just getting to it and contacting people!

Of course now everything is digital and CRM-based but I’m sure the same nonsense continues today, just virtually.

Messing around with endless time management systems and lead-sorting are both symptoms of the same malady: PROCRASTINATION!

“You may be shocked if you keep accurate account of the TIME you waste in a single day.” -Napoleon Hill

I’ve looked at time management systems in the past myself, and I decided on a very simple one: When I come into my office, I grab a blank sheet of paper and a Sharpie, I make a list of things to do that day, and I go down the list and cross each off as I complete it.

I don’t sort things by priority or do anything else other than simply get to work; however, I have made a habit of doing the most unpleasant tasks first. Then the rest of my day is a lot easier and I can focus on fun activities like writing and selling.

My recommendation to you is to give up the “time management” addiction and simply get to work each day. Make a list – keep it SIMPLE like I do – whether that list is on paper, on a whiteboard, or in a blank text document on your laptop. You’ll not only find your life getting easier and your checks getting bigger, but you’ll find yourself working fewer hours and going home earlier every day, probably the best benefit of all!

To your success,

Frank Rumbauskas

PS: If you don’t indulge in “lead sorting” but for all the wrong reasons – because you simply don’t have any leads to call – the easy remedy to that situation can be found here:

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