I’m not a born salesperson. I know that because I’m responding to you during peak cold call hours. Like learning to dribble a basketball with your left hand, whatever sales skills I have were developed.

There’re plenty of books written about prospecting that will help you get started, sharpen your game, or simply inspire you to pick up the phone. I recommend Dan Pink, Zig Ziglar, Jeb Blount, and Dale Carnegie.

I’ve read these masters of persuasion as a post-graduate, and each have very different methodologies, sales scripts, and perspectives. But like the great religions of the world and how they all point to the same universal truth; the great sales books can be summed up with one word…

Care.

Show up with grit and ice in your veins, be empathetic, and care enough to connect with your audience.

Care and doors will open.