The second one is about prepping for your call by creating your value proposition, using social engineering to gather intelligence, setting smart call objectives, and the like. In the first one, you’re introduced to the concept of smart calling. The material is divided into four sections. You can use it as a guide for creating a systematic process and a welcoming environment to conduct business over the phone. Why salespeople need this book: It’s one of the best cold calling books on B2B sales prospecting-for both inspiration and insights. Who should read this: Inside sales reps will find a lot of high-value advice for smarter cold calling and actionable techniques for tackling specific sales challenges. Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling Whether you’re a sales professional that likes reading or doesn’t, you’ll find fresh frameworks and tons of insights in the book. Instead of taking orders, you turn into sales influencers. It shows you how to engage in the buying process with your customers instead of selling to them. Gap Selling talks about genuinely helping customers, acting as a consultant, and becoming an expert that people can rely on for solving their problems. The book shreds such beliefs and outdated sales tactics in a no-nonsense and engaging style. ![]() And “customers don’t change” (they will embrace change if you prove that their future state is better than the present). Why salespeople need this book: The author shatters many limiting beliefs around selling like “people buy from people they like” (customers buy from anyone that can bring them value). Who should read this: Experienced and new sales professionals that are ready to unlearn detrimental sales axioms that they have formed over the course of their careers. Whether you’re a seasoned professional or completely new to sales, the following books will provide techniques and tips for improving the conversion rate of your cold calling efforts.
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