Stephan Schiffman's Telemarketing [Paperback]

Stephan Schiffman (Author)

Book Description

Publication Date: May 1992

America's #1 corporate sales trainer shows readers how to qualify a prospect by phone, what constitutes an effective follow-up, what approach to take when prospects have received direct mail appeal beforehand, how best to close the sale over the phone, plus "hot tips" from today's best telemarketers.

Product Details

• Paperback: 184 pages
• Publisher: Adams Media Corporation; 2nd Edition edition (May 1992)
• Language: English
• ISBN-10: 1558501304
• ISBN-13: 978-1558501300
• Product Dimensions: 9.2 x 6.1 x 0.5 inches
• Shipping Weight: 10.7 ounces
• Average Customer Review: 3.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #2,329,582 in Books (See Top 100 in Books)

More About the Author

Stephan Schiffman has trained more than 500,000 salespeople at such firms as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is president of D.E.I Management Group and the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).

Customer Reviews

Most Helpful Customer Reviews

26 of 27 people found the following review helpful:

5.0 out of 5 stars A good primer on telemarketing, October 22, 1999

By A Customer

This review is from: Stephan Schiffman's Telemarketing (Paperback)

Schiffman turns his basic approach of 'find out what the customer wants, then give it to them' to the telemarketer. Though this book is one of his earlier ones and thus, a bit more 'rough around the edges' Schiffman lays out clear guidelines for getting into the right frame of mind for cold calling, qualifying, and following through. These are direct, to-the-point instructions for a beginning telemarketer or small business owner. Having managed telemarketers, I can say that this book works. It's very effective in combination with his book on Cold-Calling Techniques. Given that the price is a fraction of many allegedly 'great' books on selling, you definitely get your money's worth! This is not a book that will gloss over the selling process with lots of war stories about how the author sold billions of dollars worth of life insurance or real estate. This book challenges you to sit down and make the calls.

1 of 22 people found the following review helpful:

1.0 out of 5 stars this book is overrated., October 2, 1999

By A Customer

This review is from: Stephan Schiffman's Telemarketing (Paperback)

An arrogant, narrow approach