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Cold Calling Techniques that Really Work! Paperback – April, 1999
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Top Customer Reviews
I've been in business to business sales for a long time, and I've read many sales books by many authors (and every salesperson should do the same), and I think they're all good, if nothing more than to learn more about other people's methods. However, I've gotten the most out of Steven Schiffman's techniques, and for me they have worked. If you do enjoy this book, or Steven Schiffman as an author, check out Brian Tracy also. He has a similar, easy to read style of writing as well.
I sell HR and OD consulting and getting senior executives and HR Directors to give you the time of day is very difficult. Since reading the book and implementing his suggestions, I am much more comfortable cold-calling and setting 2.5 times as many appointments.
The book is easy to read and full of simple ideas and solutions, but if you don't implement the ideas, even the greatest of ideas won't work. Give this book a read. ... it is the best money I have spent in a long time.
Also, his ideas about getting people to call you back are so simple and effective, I almost laughed when I started receiving so many call-backs. Just goes to show you, give his ideas a chance, even if you think they won't work.
Where the book fails is to assist people who need to make cold calls to sell, but do not have the luxury of being able to go on face-to-face meetings. Much of my business depends on selling smaller accounts over the phone and for this the book is useless other than to perhaps begin a dialect.
The author is simply trying to assist salespeople who want to set up more meetings to do so and his short and direct approach I think accomplishes that and there are several corrections to mistakes that I constantly made before I read the book.
Its worth 9 bucks, but like I said, it was not meant for telemarketers or phone only sales. Besides, am I to believe that anyone with any real sales skill is selling via telemarketing to peoples homes while they are eating dinner.
I would call this book a must read for novice and veteran alike, managers included. sometimes the simplest approach is the one that is hardest to see. Practical, common-sense applications of the most fundamental inside sales approach: the cold call.
Most Recent Customer Reviews
This book has given me the confidence so sit down at a cold call session and book appointments. Thank youPublished 1 month ago by Andrew M.
Very light and simple book with certain examples and explanations. It has to be apply in order to say about the value of this book. Read morePublished 4 months ago by Dmitrii Ukolkin
This book will help with everything you need to build better cold calling techniques.Published 6 months ago by Kenny McCoid
Every sales person should read this. Some of the stuff is outdated, but some of it is good.Published 7 months ago by Donald Hoversten
I find having a basic knowledge of sales and persuasion critical to advancing further in my new business. Great book.Published 8 months ago by Ron L.
Ok book with a fairly common sense approach to sales. Learned a little, but not enough to warrant anything higher than 3 stars.Published 9 months ago by Tramaine