Books

 

The Art of Sales: Cold Calling Techniques based on Sun Tzu’s The Art of War

Cold calling doesn’t have to feel like combat—but it is a battlefield.

In The Art of Sales, James D. Dawson reimagines cold calling through the lens of Sun Tzu’s timeless military strategy, transforming one of the most dreaded sales activities into a disciplined, strategic, and confidence-driven process.

Just as generals win battles long before troops ever clash, top sales professionals win deals before the phone is ever picked up. This book teaches you how.

By applying the principles of The Art of War—preparation, positioning, timing, adaptability, and emotional intelligence—you’ll learn how to win conversations without confrontation, overcome resistance without pressure, and turn cold prospects into long-term relationships.

This is not a book about scripts or gimmicks.
It’s a strategic framework for mastering the psychology of cold calling.

 

The New Psychology of a Cold Call: Tips for Successful Cold Calls

Cold calls are the key to any successful sales campaign. They are the starting point of the sales cycle but do you really understand what is going on in the minds of your prospects? Is cold calling actually dead with the advent of social media marketing? Certainly, digital marketing methods have changed how prospects are found and validated but the basic process of a cold call is still valid, although it has changed.

 

It is important to understand the buying decision process and the myths around cold calling. You need to understand the psychology of colds call as they relate to the sales person and the prospect. Understanding these differences will help you be more successful with your cold calls and ultimately, close more prospects.

This book is for anyone who needs to find and close new prospects. It does not matter if you are a financial advisor, insurance sales person, telemarketer or selling business to business this book will help you be more successful.

 

Selling 101: What Every Successful Sales Professional Needs to Know

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.