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20 Best Sales Books

SalesHQ

The Complete Idiot’s Guide to Cold Calling

by Keith Rosen


SalesHQ featured author Keith Rosen has written the quintessential book on cold calling: The Complete Idiot’s Guide to Cold Calling. Of course you’re no idiot, but cold calling is one of the most challenging tasks for any salesperson. Rosen has coached thousands of sales people and the process he outlines in this book is a proven method for succeeding at prospecting. Outlining templates for a prospecting system, The Complete Idiot’s Guide lays out in detail how you can get rid of prospect reluctance, build all-important rapport, and construct an unbeatable follow-up practice. Following his lead, you will be able to separate yourself from the competition, by crafting propositions that will get your prospects to talk.

Excerpt: I often hear salespeople use the word “prospecting” and the phrase “cold calling” synonymously. To eliminate any further confusion as you move deeper into this book, let’s draw a distinction between the two… Based on this depiction, cold calling would be defined as the act of calling on or approaching someone with the intention of converting him or her into a prospect."

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