Next book - Cold call techniques that really work

by thet
12 replies
Amazing year. Thank you guys.

Have been working hard. Opened many opportunities B2B with the company I work for. Created millions in opportunities. Which is amazing for somebody who could not pick up the phone a year ago.

One of the books that really helped me nail it was 'cold call techniques that really work..'.

Next year, I have gotten the opportunity to deepen my skillset. They are sending me outside. So, a dream is becoming reality.

One of my bigger problems which I had to tackle was overthinking things. For example: 'Cold call techniques ..' was really the only book I needed to gain some insights in the how to of cold calling. However, I read books like 'Spin selling' and 'Pitch Anything'.

Frankly, you don't need 'pitch anything' to deliver a good cold call.

So, after this big thank you to this forum (which helped me plenty + where I got the tip for this book), and after wishing you all a mery christmas and a happy newyear, which I wish you all,

I have one question:

TL;DR
If there is one book that would do the same for me selling face to face in B2B as 'cold calling techniques that really work' did for my cold calling, which book would that be?

I already ordered his other book 'Ask questions, get sales' but perhaps there is a better one. I rather focus on 1/2 books for an entire year that 20 books half/half

Thanks guys!
#book #call #cold #techniques #work
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  • Profile picture of the author Ron Lafuddy
    Great to hear about your success. I remember some of your posts.

    I'll save you some money. Just look up Claude's posts in various threads, over the last couple of months or so. They are packed with useful, actionable sales steps, tips & ideas, that you can use immediately - in any sales situation.

    Print them out. Study them. Put them to work. A year from now, you'll be making excellent money and making sales will be fun. Something you'll look forward to because you'll be really good at it.

    It's all there, if you'll just do it.

    I promise.

    Ron
    .
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Ron Lafuddy View Post

      Great to hear about your success. I remember some of your posts.

      I'll save you some money. Just look up Claude's posts in various threads, over the last couple of months or so. They are packed with useful, actionable sales steps, tips & ideas, that you can use immediately - in any sales situation.

      Print them out. Study them. Put them to work. A year from now, you'll be making excellent money and making sales will be fun. Something you'll look forward to because you'll be really good at it.

      It's all there, if you'll just do it.

      I promise.

      Ron
      .

      Or....or......perhaps spend a few dollars and get my books on personal selling. Probably the best one for offline selling is Selling Local Advertising.

      Misterrme also has an excellent book on handling objections. A link is in his signature.
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  • Profile picture of the author misterme
    What about another one of Steve Schiffman's books, "Sales Essentials"?

    And if you liked Spin Selling, try Michael Bosworth's "Solution Selling."
    Signature
    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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    • Profile picture of the author thet
      thank you for the tips so far! Perhaps its idd time to open spin selling again. Will look into those others + look into those posts.

      Very excited. I am a bit nervous and that has been a while.
      Signature

      Recognize reality even when you don't like it - especially when you don't like it.
      — Charlie Munger

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  • Profile picture of the author DWolfe
    Originally Posted by thet View Post

    Amazing year. Thank you guys.
    I remember your struggles also, wasn't Dani Mac. That suggest you join a company ? What a difference a year makes. Glad you are doing good now and no longer struggling. Happy Holidays and a prosperous New Year !!!
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  • Profile picture of the author Jeremiah Walsh
    Brent Adamson's book called "The Challenger Sale: Taking Control Of The Customer Conversation" is a very good book for creating the need.
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  • Profile picture of the author DaniMc
    Congratulations and thanks for the update. It's amazing what a difference it makes when we are really focused on improvement. The coolest part is when people like you take it and really apply it. A lot of people are stuck in the pleasant feeling they get by learning about getting better - and never actually make it happen.

    Almost nothing is impossible. The obstacle is the way.
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    Be kind, for everyone you meet is fighting a hard battle.
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    • Profile picture of the author thet
      Thank you for the compliments. Did not buy a book yet. Perhaps "sales books" is not the way to go and read more about communication in general.

      Read about how to listen well. How to ask better questions. Read more about the industry I am in.

      I have not come across a sales book that is that different from the other, except for "Pitch Anything" perhaps, but that's more about creating the right mindset.

      Just my two cents to not make this topic all about "me" but about a shared vision for greater sales skill.

      I am not in my twenties any longer.. But still plenty of time to become great at this.
      Signature

      Recognize reality even when you don't like it - especially when you don't like it.
      — Charlie Munger

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      • Profile picture of the author DaniMc
        Originally Posted by thet View Post

        I am not in my twenties any longer.. But still plenty of time to become great at this.
        My 30's have been the most productive years of my life by far. The way you are going, these next 10 years are just going to be awesome for you.
        Signature
        Be kind, for everyone you meet is fighting a hard battle.
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  • Profile picture of the author Jeremiah Walsh
    You are right in thinking about focusing in on better listening and better questions.

    That is called the "discovery" phase of the sales process. It is the single most important phase of the sales process. The best salespeople spend about 70% of their entire time in this part of the sales cycle alone. They would also spend up to 70% of the time in discovery on practicing it before doing it with a customer.

    If you can hit the nail on the head with discovery your deal is going to be much larger and will almost close itself.
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  • Profile picture of the author thet
    Big lesson of 2015: way harder to know what not to focus on than what to focus on. What is essential? What gives the biggest roi? Strip it down. Make it simple, but not simpler
    Signature

    Recognize reality even when you don't like it - especially when you don't like it.
    — Charlie Munger

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