Bibliography and Suggested Reading for Cold Calling
- Boyan, Lee, Successful Cold Call Selling (second edition), Amacom: 1989.
- Scripts for nearly every contingency, tips for dealing with receptionists and gatekeepers, useful questions to ask, etc.
- Geraghty, Barbara, Visionary Selling: How to get to top executives-and how to sell them when you’re there, Simon & Schuster: 1998.
- How to meet and mingle with top executives, what to say, how to say it, and how to bridge from meeting to closing.
- Goldner, Paul S., Red-Hot Cold Call Selling: Prospecting techniques that pay off, Amacom: 1995.
- Prospecting and making contact over the phone. How to gain attention quickly and how to prevent phone calls from killing you.
- Heiman, Stephen E., et. al., The New Strategic Selling, Warner: 1998.
- A semi-classic, one of the original references to an “economic buyer,” focuses on both strategy and tactics for escaping the gatekeeper.
- Rackham, Neil, SPIN Selling, McGraw-Hill: 1988.
- This has become a cult classic in terms of actual scientific studies of what prompts people to accept calls and to make buying decisions. “SPIN” stands awkwardly for “situation, problem, implication, and need-payoff.”
- Weiss, Alan, How to Acquire Clients, Jossey-Bass/Pfeiffer: 2002.
- My fourth book in “The Ultimate Consultant Series,” and the newest of the sales books around. Focuses on a systematic selling sequence, the next “yes,” and adapting to various buyers’ styles.
Note: All of these books are available at discount on Amazon.com.