Customer Reviews

Getting Through: Cold Calling Techniques To Get Your Foot In The Door

5 star:		(8)
4 star:		(1)
3 star:		(0)
2 star:		(0)
1 star:		(1)

 

 

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.

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.

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.

What makes and breaks sales people is their ability to effectively manage leads or prospecting activity. This brief educational tape is an absolute gem for creating successful and effective sales professionals.

I've re-listened to this tape after having it for a few months and I've applied what Steve said. In just one week I was able to set 9 new appointments. Listen and just do it.

Stephan Schiffman actually sounds like someone who makes cold calls, not just a sales trainer. This stuff is real world and can be put to use. Probably the only tape on the subject that addresses what cold calling is really all about, getting appointments. I listened to this tape three times the first day I received it, and I am going to use it as a training tape. Truly revolutionary!

If you want to learn the RIGHT way to sell this book is for you

This is a terrific CD program which is narrated by Schiffman himself. This is of benefit because you can hear the techniques demonstrated by a skilled master of the art of telephone cold calling.

The beginning of the program is spent setting up the context of the different strategies which could be employed to generate activity and first appointments.

In addition, the listener is introduced to skillful telephone techniques that really do work in getting appointments with customers, by successfully completing the "dreaded cold call". This process is very well explained and demonstrated.

The program is complete because it addresses the objections head on. "I'm not interested", "Send me more information in the mail" or "what is this all about" are only a few of the objections that can be over turned. Overcoming objections will become quite effortless and simple using these strategies and techniques. These techniques are also effective during any sales call to turn around certain objections when they arise.

This is a great program. Get it and listen to it repeatedly while in your car travelling between sales calls.

Eliot Hoppe
Author - Selling: Powerful New Strategies for Sales Success

The best instructional sales tape I have ever heard. Most sales tapes are motivational, "feel good" sesions with few practical applications. Stephan Schiffman gives you specific step by step instructions for setting an appointment. My cold call to appoinment ratio doubled.

I found the tape highly useful. I would strongly recommend to sales people wanting to start cold calling or improve the process. Just nake sure that you take notes and than act upon those.