Getting Through: Cold Calling Techniques To Get Your Foot In The Door [Abridged, Audiobook] [Audio Cassette]

Stephan Schiffman (Author)

Book Description

Publication Date: August 1, 1993

America's #1 corporate sales trainer brings his proven techniques to audio. In this straightforward program, Schiffman provides sound advice for cold calling. A must-own program for every salesperson.

Editorial Reviews

About the Author

Stephan Schiffman is President of D.E.I. Management Group, Inc., an international sales training and consulting company. His clients include AT&T, Motorola, and Aetna/U.S. Helathcare. He is the author of eight books, including Cold Calling Techniques (That Really Work!), The 25 Most Common Sales Mistakes, and High-Efficiency Selling. --This text refers to the Audio CD edition.

Product Details

• Audio Cassette
• Publisher: Simon & Schuster Audio; Abridged edition (August 1, 1993)
• Language: English
• ISBN-10: 0671866427
• ISBN-13: 978-0671866426
• Product Dimensions: 6.8 x 4.2 x 0.8 inches
• Shipping Weight: 2.2 ounces
• Average Customer Review: 4.5 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #2,767,480 in Books (See Top 100 in Books)
  • #70 in Books > Books on Cassette > Business > Sales

Customer Reviews

Most Helpful Customer Reviews

30 of 31 people found the following review helpful:

1.0 out of 5 stars Not if you're calling anyone important, February 12, 2001

By 

T. Sullivan (Chicago, IL United States) - See all my reviews
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Amazon Verified Purchase

This review is from: Getting Through: Cold Calling Techniques To Get Your Foot In The Door (Audio Cassette)

I bought this because other reviewers had said great things about it. Maybe it works if you are a salesperson who calls 800 random people a week. But when you fewer than 10 named accounts and are in larger sales, this is not the tape you need. His big secret to getting appointments is this: "Hi Mr/Ms Whoever, I'm so and so from company x. I want to make an appointment with you to talk about [enter product/service here]. You do want [enter benefit here], don't you?" I can't imagine that most people can't come up with that themselves. The moral of the story is: If you're selling life insurance, this might be of some use, since he lets you know almost everyone you use this technique on will say no, so you don't feel so bad when you're rejected. If you're selling anything else, save your money. Try "The Power To Get In" by Boylan.

9 of 9 people found the following review helpful:

5.0 out of 5 stars It may seem simple, but it works!, November 24, 2003

By 

Warren T. Hicks (Fredericksburg, VA United States) - See all my reviews

This review is from: Getting Through: Cold Calling Techniques To Get Your Foot In The Door (Audio Cassette)

I have seen some reviews that criticize Schiffman's techniques as being too simple and too sophomoric. I have to disagree. Just because a method is simple, doesn't make it null and void. Schiffman gives a sales person, who needs to have face-to-face meetings in order to sell product, very simple and repeatable procedures on how to set appointments and overcome objections to the appointment. After listening to the tape, you would think that you could come up with those steps on your own. But if you could, you wouldn't be surfing the internet looking for a book or tape.

I have listened to Schiffman's tape so many times, I can repeat it myself. I have practiced and used his techniques, and they work. Plain and simple. I have not had anyone not take me seriously when I got the appointment. In addition, the "hang up during the voicemail" technique works like a champ.

Don't listen to the guy who has to have a method developed by a PhD in order to validate it. Get the tape, listen to it, master the technique and just do it. My batting average went way up after I started using these techniques. My call back percentage increased too.

5 of 5 people found the following review helpful:

4.0 out of 5 stars Great for Beginners or Veterans, January 28, 2000

By 

Anthony Mullins (Atlanta, GA) - See all my reviews

This review is from: Getting Through: Cold Calling Techniques To Get Your Foot In The Door (Audio Cassette)

Steve Schiffman gives a quality effort in overcoming the myriad of objections that any sales representative faces. His practical approach deserves applause. I would recommend this for anyone just learning the ropes of the sales process or the road warrior who needs to brush up on his or her skills.