6 Cold Calling Books Every Broker Should Read
Want to grow your business?
Cold calling is one of the greatest tools a broker can use to find new prospects and increase revenue.
But without the right strategy, cold calling can become a tedious process that does little more than waste your time.
So, how do you make sure you’re cold calling the right way?
Below, we list six books that offer strategies and advice to help you get the most out of your cold calling efforts.
1. Cold Calling Techniques (That Really Work) by Stephan Schiffman
If you want to learn how to set more meetings with prospects when cold calling, this is the book for you.
It covers:
- Why cold calling is essential
- How to generate leads
- Handling common objections
- Tips and best practices for leaving voicemails
- The right way to use email
About the author
Stephen Schiffman is a sales trainer, motivational speaker, and best-selling author. He’s worked with corporations like IBM, AT&T, Motorola, Sprint, CIGNA, and more.
2. Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off by Paul S. Goldner
A great introduction to cold calling, this short book (coming in at only 160 pages) explains the author’s sales journey and the lessons he’s learned over his career.
It covers:
- What prospecting is and why it matters
- Avoiding rejection
- Tips to help you overcome objections
- How to deal with gatekeepers
- Strategies to help you generate leads
About the author
Paul S. Goldner is an author, speaker, trainer, consultant, and entrepreneur. He is currently the Chairman and President of his second entrepreneurial venture. Paul sold his first company, which generated more than $100 million in sales.
3. Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales by Mike Brooks
Want to move past theory and learn exactly what to say to keep the deal moving forward? This book has the scripts you need.
It covers:
- Openers
- Elevator pitches
- How to handle gatekeepers
- Overcoming objections
- Qualifying leads
- Using voicemail
- Closing the deal
About the author
Mike Brooks is a sales trainer, author, and speaker. He’s worked in various industries, including insurance, legal, advertising, technology, finance, and more.
4. The Complete Idiot’s Guide to Cold Calling by Keith Rosen
This book will help you peel back the self-limiting beliefs that hinder your cold calling efforts, as well as provide tips to help you get results.
It covers:
- What it takes to overcome your own reluctance
- How to make people want to talk to you
- The right way to communicate during cold calls
- The importance of continuous improvement
About the author
Keith Rosen is the CEO of Profit Builders, a sales training and coaching company. He was inducted in the inaugural group of the Top Sales Hall of Fame, was named The Sales Education Leader of the Year, and was recognized as one of the five most influential executive coaches.
5. Smart Calling: Eliminate the Fear of Failure and Rejection from Cold Calling by Art Sobczak
This book draws a line between the typical unproductive cold calling methods most salespeople use and smart calling — a better way to get results over the phone.
It covers:
- How to craft effective openings
- What it takes to capture your prospect’s interest
- Which questions you should ask
- The importance of listening
- How to get agreement on next steps
About the author
Art Sobczak is a coach, author, and speaker. He received the Lifetime Achievement Award from the American Association of Inside Sales Professionals and has delivered over 1500 in-person training programs.
6. The Lost Art of Cold Calling: Turning the Tide with a Conversation by Matt Wanty
This book offers a simple, accessible approach to cold calling and uses humor to keep you engaged as it relays solid tips and advice.
It covers:
- How to craft an effective value prop
- The right way to tailor your message
- Seizing your opportunity
- Getting agreement on next steps
About the author
Matt Wanty is an author, podcast host, and sales coach. He’s personally generated more than $24 million in ARR through outbound sales, founded a sales training and technology company, and helped hundreds of salespeople refine their messaging.
