Calling Cold: Are you Team Pro or Con?

by Henry Glickel

Posted on Tuesday April 4, 2023 at 08:00:00 AM

Everyone has an opinion about cold calling.  On one side there are those who believe it is vital.  And on the other side, there are those who believe cold calling is not sustainable.  No matter what team you are on, this month’s book round up could prove useful.  These four books centered around cold calling offer the basics, address several cons, and offer tips to those wishing to improve.  Cold calls can give your team unique advantages in both closing sales and collecting important feedback.  Consider picking up one of these reads and see how implementing what you learn can impact your next quarter.

1. The Complete Idiot's Guide to Cold Calling

Keith Rosen 

"If you are prospecting the same way you have been for the last several years (including the, ""calling to check in, touch base or follow-up"" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling."

2. Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling

Art Sobczak 

Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection.

3. Cold Calling Techniques (That Really Work!), 7th Edition

Stephan Schiffman 

With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!

4. Take the Cold Out of Cold Calling

Sam Richter 

Take the Cold Out of Cold Calling is a fascinating journey into the world of information, how to easily find it, and how to apply it to make sure you are offering relevant solutions. By practicing the techniques taught in the book, you will make a great first impression during sales calls and you will provide value and build meaningful and mutually beneficial client relationships.

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