Cold Calling Sucks (And That’s Why It Works): A Step-by-Step Guide to Calling Strangers in Sales by Armand Farrokh and Nick Cegelski

Cold Calling Sucks (And That’s Why It Works): A Step-by-Step Guide to Calling Strangers in Sales by Armand Farrokh and Nick Cegelski offers a refreshing and practical take on one of the most dreaded activities in sales: cold calling. The authors address the common dislike for cold calling right from the title, acknowledging the challenges and frustrations that come with it. However, they turn this perceived weakness into a strength by demonstrating why cold calling is still a crucial and effective sales strategy when done right.

The book is structured in a straightforward, step-by-step format, making it accessible to both novice and experienced salespeople. Farrokh and Cegelski provide actionable tips on how to build confidence, handle rejection, and craft compelling messages that capture the attention of prospects. Their approach emphasizes preparation and mindset as critical factors in overcoming the fear and discomfort of cold calling.

What sets this book apart is its blend of real-world anecdotes and data-driven insights. The authors don’t shy away from sharing their own struggles and successes, which makes the guidance feel both authentic and relatable. Additionally, they focus on the psychological and emotional aspects of sales, helping readers build resilience and shift their perspective on cold calling.

Overall, Cold Calling Sucks is an invaluable resource for anyone looking to improve their sales skills. It provides a realistic yet optimistic approach to mastering cold calling, showing that with the right strategies and mindset, this seemingly difficult task can become a powerful tool for success.

My Thoughts.

While this book provided valuable insights and techniques, it didn’t completely change my mind about cold calling. I definitely learned a lot, but if I ever hear the words “have you heard of me/him/her?” on a cold call, the caller should be glad they can’t read my body language! Although I recognize that cold calling can be effectual, I’m not convinced it’s the right approach for my business, where the potential clientele isn’t large enough to justify the risk of multiple hang-ups.

Note: This review was written with the assistance of AI (ChatGPT) and Grammarly for grammar and style suggestions.