Cold calling is one of the most essential techniques for modern marketers. You need to contact your prospective clients so that you can let them know how they will benefit from your diverse range of products and services.
As a marketer in the current fast-paced digital era, you need to be on the constant lookout for the best sales techniques and tips. Since it is widely accepted that cold calling is the best way to push the sales funnel and enhancing lead generation, it is definitely advisable to gather tried and tested tips that will help you with this vital activity.
If you want to refresh your sales knowledge and read about the cold calling experience of established marketing leaders, you should pick up some of the famous books available in the market.
They can help you to understand the fundamental principles of sales, and improve your cold calling strategy. Here is a compiled list of the top 10 cold calling books that will prove to be useful for all sales team members and help them excel in the art of persuading prospective clients:
Difficult Conversations: How To Discuss What Matters The Most
Author: Douglas Stone, Bruce Patton, and Sheila Heen
Published: November 2, 2010
Why Salespeople Need To Read This: This book is ideal for sales professionals and executives who are trying to work on their communication and customer interaction skills. A smart book- can help sales team members enhance their emotional intelligence skills. This will enable them to improve their negotiation skills and ensure that they maneuver tricky customer conversations with ease.
The book covers how to manage client interaction, how to listen effectively, and follow a problem-solving approach during communication.
Your Growth Hacks Aren’t Working
Author: Steli Efti
Why Salespeople Need To Read This: This is a practical book that is meant for start-up owners and budding entrepreneurs as it will help them set up cold calling methods for their businesses. This book explains how cold calling is a comprehensive technique, and how to integrate it into your business strategy to find your target customer base.
There are also sections that cover the details of sales psychology and the most common sales mistakes that can be avoided. This is a great pick as it can out sales team members on the right path with respect to cold calling, and increase their conversion rates to a large extent.
The Complete Idiot’s Guide To Cold Calling
Author: Keith Rosen
Published: August 3, 2004
Why Salespeople Need To Read This: A perfect read for newcomers in the sales field, this book can help any kind of sales professionals understand the intricacies of cold calling. It helps employees strengthen their technique of prospective new clients through phone calls, and close more sales deals with positive outcomes.
The book also focuses on improving the quality of customer interaction and motivates sales professionals to secure a strong position at the top by building up a big number of conversions.
How To Get A Meeting With Anyone: The Untapped Selling Power of Contact Marketing
Author: Stu Heinecke
Published: February 16, 2016
Why Salespeople Need To Read This: This book is meant for sales professionals of all kinds as it throws light on the benefits of personalized contact marketing campaigns. It explains the concept of contact marketing and explains how cold calling can work for companies by increasing their business revenue and lead generation.
The author gives numerous tips, techniques, and tactics that can ensure that the sales team converts higher prospects, and up their cold calling game plan.
Author: Jeb Blount
Published: October 5, 2015
Why Salespeople Need To Read This: Though this book will be most useful for newbies in the sales function, it also includes lots of practical takeaway lessons for experienced senior executives. The author has given emphasis to detailed prospecting methodology in the book and helps readers to understand how to converse successfully with potential customers.
The book gives a healthy dose of sales motivation and describes in detail frameworks for cold calling, email communication, and social selling. It is a must-have on any sales professional’s reading list, as it will help them learn the art of prospecting through multiple channels.
Take The Cold Out of Cold Calling
Author: Sam Richter
Published: July 9, 2009
Why Salespeople Need To Read This: An ideal read for salespeople who make a lot of outbound calls, this book shares how to foray into the world of cold calling and make a positive first impression. This can help to forge long-lasting relationships with valued prospective customers.
This book is a holistic resource that can enable sales professionals to access qualified lead lists from multiple sources such as the web and social networks. It also has detailed sections on how to overcome the fear of cold calling, and build up positive outcomes out of your customer conversations.
How To Crush It, Kill It & Master Cold Calling Now!
Author: Anthony Iannarino
Published: April 8, 2013
Why Salespeople Need To Read This: A starter’s guide to cold calling, this book is a must-have for any beginner in the sales field. The author is an experienced and seasoned sales coach; hence he gives some perfect solutions to sales team members to improve their prospecting technique.
The book is a compilation of blog posts that are informative, innovative, and insightful for sales executives. It gives tips on how to increase prospect value during cold calls and also throws light on the six effective principles of cold calling.
Published: December 3, 2018
Why Salespeople Need To Read This: An engaging read, this book shatters various myths and beliefs that surround sales tactics. Gap Selling helps sales professionals to understand how they can influence their decisions, and help them to make the right decisions in the buying process.
The book explains the process of cold calling and gives sales team members valuable tips on how to polish their skills. Any sales executive who reads this book will definitely be able to increase their conversion ratio and gain more positive outcomes.
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Author: Art Sobczak
Published: April 8, 2013
Why Salespeople Need To Read This: This book provides actionable advice to salespeople that can help them improve their cold calling techniques. It provides both inspiration and insight on prospect marketing and enables sales representatives to deliver a value proposition by setting smart call objectives.
The book gives practical tips such as how to deliver powerful opening statements that are interesting during cold calls, and stay motivated in the process. It is a definite read for any employee connected with the sales function.
The Founder’s Guide To Sales Negotiation
Author: Steli Efti
Why Salespeople Need To Read This: An ideal read for startup owners, this book can help them establish a smart cold calling strategy and build their sales negotiation. It gives out clever tips and smart strategies that can improve the outcome ratio of cold calling, and increase lead generation.
The book is a must-read for any sales negotiator as it gives practical knowledge on how to handle difficult questions, and get past cold calling roadblocks. The sales team can use this book as a guide to kick-start the process of cold calling and setting up a long strategy that will give them an increased rate of positive results.
Whether you are a newbie at cold calling or an experienced veteran, you could always gain from a fresh perspective. Books are a treasure that can give out tons of knowledge, practical advice, and tips. They will help you to analyze the shortcomings and gaps in your selling process.
Cold calling is not just a process of dialing phone numbers continuously; rather it is a purposeful activity that can build your bottom line results. There is an exhaustive amount of sales literature available in the market – you need to be careful about your reading choices and pick up the best books that will be worth the time and effort put in.
Reading these bestsellers will help you introspect and work hard on improving your cold calling technique. So pick them up to climb up the sales ladder with ease and master the art of cold calling!