Looking for good phone sales books to read? We have collected for you a rating of the best cold calling books of all time. Close more deals!
Fanatical Prospecting
Blount touches on the very fact that prospecting really is the lifeblood of good sales. He provides a total prospecting system for ensuring that a business or sales professional can continually acquire a high-quality flow of prospects. He spells out all the major strategies, including using social media, cold calling, and referrals. Prospecting clearly details the importance of persistence, discipline, and a customer-based philosophy. A 'must read' for the salesperson who wishes to become an expert at the art and science of prospecting.Gap Selling
Keenan uses a new sales methodology, identification and closing of 'gaps' between the current situation and the desired future state, to argue that traditional selling approaches don't dovetail with the ways modern buyers operate in making decisions. He gives a framework on how to uncover the prospect's critical business issues, quantify the impact, and position the solution as a bridge to desired outcomes.Objections
Blount has assumed what is probably one of the toughest parts of selling—objections. He believes a strong conviction that an objection is not a stop sign but rather an opportunity to have a far more interesting conversation around the sale. Gave structure to understanding the root of the objections and working through them. Touch base on the key ones related to the price, product, timing, and trust. Proven methods that prevent objections in the first place.Sales EQ
Discusses the critical role of selling with emotional intelligence. Blount asserts that in an era of the learned buyer, one must create prospecting at an emotional depth to sell. Developing empathy, self-awareness, and influence frameworks. Diving into techniques to manage disruptive emotions, navigate complex sales situations, and build strong customer relationships.Cold Calling Techniques
Schiffman has covered a proven system for cold calling—one of the hardest areas of selling—in his book. It provides a step-by-step approach to preparation, delivery, and follow-up on cold calls, ways of capturing attention, creating interest, and handling objections. The most focused-on, however, are attitude, persistence, and continuous improvement. A hands-on guide for the sales professional looking to perfect the art of cold calling.Outbound Sales, No Fluff
From Biberston and Reisert, which provides a very no-nonsense approach on how to be successful in outbound sales, it includes all key skills and techniques related to prospecting, cold calling, and emailing, and most recently social selling is being done in this book. Step-by-step advice on building an efficient system for outbound sales, with time management and list-building tips for improved productivity. It is emphasized that the approach must be consistent and persistent, and any room for improvement must be constantly looked into.Smart Calling
The new model of cold calling, integrating research, value, and personalization. Makes a case for the ineffectiveness of traditional cold calling and offers an alternative model in "Smart Calling." Provides best practices in gathering intelligence, developing appropriate messaging, and soliciting effective dialogue. Emphasis is placed on relevancy, credibility, and differentiation.Take the Cold Out of Cold Calling
Richter provides a refreshing perspective on cold calling with great emphasis on research, personalization, and value creation. He says the key is not "cold calling" at all but "warm calling" to get into personal conversations and establish rapport and credibility. Techniques on how to gather intel, craft tailored messaging, and deliver value on each call are explained in real-world examples and case studies.The Holistic Guide To Cold-Calling
Laraway offers a new look at cold calling, in which he stresses authenticity, empathy, and the ability to create value. The 'hard sell' of traditional methods, he says, has passed into inefficacy in the modern sales environment. A step-by-step guide to creating appealing cold call scripts, creating a bond, and nurturing the relationship. Emphasis on active listening, being curious, and adapting to prospects as unique individuals.Cold Calling
Wilks provides a one-stop resource for successful cold calling, moving from developing a lead and getting a meeting to closing a deal. There are useful tips presented in getting attention, building trust, and handling objections. It provides all the scripts and templates needed for each cold calling scenario. Success is achieved through timing, focus, and persistence.
