Favorite Book for Cold Calling?

I try to read them all - in that time I have read some great ones and some that weren't worth the paper they were written on.. lol

Let me know your fav's so I can read and pass them on to my clients..

It could be to get over the anxiety of call one, motivation, etc.


(I have software for frustrated cold callers and my clients always ask me, that's why I try to Rank n' Refer books- since I'm not a sales trainer)

Thanks~
Dan

"Successful Cold Call Selling" by Lee Boyan. You can find it at Amazon.com

The Blitz Call by Bill Truax.

Awesome! Thanks guys.

I just ordered: "How I Raised Myself from Failure to Success in Selling" Frank Bettger;
Paperback; $2.75 <- Amazon

Frank Bettger is/was an insurance salesman. There is nothing in that book that will help you making cold calls, nor, in my opinion, is there anything in ANY book going to help you making cold calls if you don't make the calls.

Bettger made 20 or thereabouts, calls a day, usually on foot. Do this and you will be successful. Bettger did other things too... he kept records of his selling days, something that I've adopted but is nothing new. Probably from the time he wrote his books, people have known that keeping records is a proper guage of performance.

I've read many many many books on sales, I'm writing one myself, but NIKE probably has already copywrited the most beneficial self help advise to anyone who wants it free... "Just Do It". My book is similar in context, but I won't dispense my success theory here, I want you all to buy it for $5.95 or $15... who knows, I might be giving it away for a write off.. but I make hundreds of cold calls. I keep records and I know what it takes for me to make an appointment.

This is a what book is best thread, but I can't help myself here, because I'm learning how to get referrals, the best way to get clients probably, but I make hundreds of calls and it becomes a boom or bust cycle by necessity.

I just saw a commercial for ancestry.com... the slogan was "everyone has story but it really doesn't matter if you're moving in the right direction" .... "Just Do It".... mine is just as simple...

Here is what I've found that works, and you've got to read a ton of books to get this that I'm giving for free..... at least $5,000..

1)Qualified leads ... best.. we use directoriesusa... generic

2)Call early in the morning... 7 days a week for us (retail works weekends)

3)Plan your call.... now though many here believe you need to be able to think on your feet, I cannot. I use a script... I use spokes to objections, but that's because I'm not the brightest bulb...

4)I write down the results of every call (EVERY call). I watched Vince Vaughn's wild west show last night.. and one of the comedians in the show made a telling comment... he thought that he had sucked... others thought he did great... but he said.. "well I did a 6 out of 10... and later "I know!".

5)Be willing to change to accomodate your results from your notes.

The forgoing is MY OPINION. The Advise dispensed is meant for myself... is a personal affirmation.... and is a signal for me to get out and start making calls..

Aloha... Tom

I will take 100 signed copies of "Just Do It!"
Do you take paypal? lol

"4) I write down the results of every call (EVERY call)."

You will happy to know my software forces you to log the calls 1 of 11 ways - so it's brain can see whats working after every cold call and show you more like it. (emp count, SIC, etc)

I like your Vince V.'s movie example, but I saw that movie and it was only so-so.. ; )

Glad to hear that.. that's some good news since its STILL not here! ; (

sorry had to get that out.. lol (maybe they are handwriting my copy word for word - hahaha)