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Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales Paperback – January 1, 2003


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Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales + Cold Calling Techniques (That Really Work!)
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Product Details

  • Paperback: 208 pages
  • Publisher: Adams Media; Second Edition edition (January 1, 2003)
  • Language: English
  • ISBN-10: 1580628133
  • ISBN-13: 978-1580628136
  • Product Dimensions: 6.2 x 0.5 x 9.2 inches
  • Shipping Weight: 12.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (24 customer reviews)
  • Amazon Best Sellers Rank: #76,610 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Stephan Schiffman is America’s most renowned sales trainer. He is the author of numerous bestselling sales books, including Cold Calling Techniques (That Really Work!) and The 25 Most Common Sales Mistakes. Mr. Schiffman is also the president of DEI Management Group, Inc., and has trained more than 300,000 salespeople. He lives in New York City.

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

All I can say is that this is a great book and I can't wait to read it a second time.
R. Fuentes
He also has a very powerful voice mail message that will get at least 50% of your calls returned.
Joseph Catal
I found it to be very easy to read and the examples were just what I deal with in my job.
4teeish

Most Helpful Customer Reviews

21 of 24 people found the following review helpful By Joseph Catal on February 16, 2004
Format: Paperback
From Joe Catal. Author of "Telesales Tips From The Trenches".
For those of you who have read my book, you know I like the no nonsense approach to selling.
This book has some of the best sales techniques I've come across in a long time. The up-dated version of the book is very clear and concise and with many examples.
Steves "LEDGE" technique is one I highly recomend, and use myself.He also has a very powerful voice mail message that will get at least 50% of your calls returned. And I'm being conservative here!
I really liked this book, and know you will too.
Buy it, you won't be disappointed.
Joe Catal.
Great job Steve!!!!
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13 of 15 people found the following review helpful By Rolf Dobelli HALL OF FAME on January 8, 2003
Format: Paperback
Stephen Schiffman, one of the most renowned sales trainers, discusses how to assess your current performance and then increase your sales. If you've read Getting to Closed, skip the first section or just consider it a useful review. From Getting to Closed, you already know his techniques for tracking your numbers and understanding your ratios. He offers insight on how to move from initial contacts to prospects to sales and how to continually delve for new customers while working with your most promising leads. What really makes this book sing are the short, bite-sized chapters and concluding action items that help you implement and practice each axiom. Schiffman's succinct, breezy style makes this a quick, easy read. You'll also find his examples of phone conversations and responses helpful as a guide to adapt to your own situation. We from getAbstract leave this message: call Shiffman into action to increase your sales as you put these steps to work.
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7 of 7 people found the following review helpful By C. Kimma on December 2, 2005
Format: Paperback Verified Purchase
I just got this book yesterday and am already more than half way through-it keeps you moving along and wanting to read each following chapter. i have no prior experience in telesales (or any sales) and this book has answered a lot of questions for me already. every time a question comes up, it seems it is answered within the following few chapters. the book is orgainzed very well and i can see how its suggestions will help me when i start my new job. i am very eager to put them to use!
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5 of 5 people found the following review helpful By R. Fuentes on May 22, 2009
Format: Paperback Verified Purchase
I work on the phone all day long. 90% of my job is cold calling and trying to open new accounts. This book helped me understand my own numbers better so that I know how many people I need to qualify in order to get an account open. It also showed me how a simple question can change the whole dynamic of a phone conversation.

Last week I cold called a firm and the decision maker was not super excited by the end of our conversation but she at least agreed to accept some literature from me in the mail. This week I called her back to follow up after reading the chapter on asking the right questions that will spark a response from the prospect and get an actual conversation started. I asked her how long she had been using her current provider and if she has ever compared against another firm to see if she is getting the best value for her money. I found out that she has been using her current provider since the winter and has never taken a look at another option since switching to them. I also found out the reasons she chose to use her current provider which gave me a very clear understanding of what I need to do in order to earn her business. We compared services and she was very surprised to find out that we can save her a significant amount of money and also speed up her process as well. By the end of the conversation she was calling me by my first name and the account should open sometime within the next two weeks. All I can say is that this is a great book and I can't wait to read it a second time. Just make sure that you put his recommendations to use.

Update: I've continued to use the advice in this book and I can sincerely tell you that the quality of my calls have CLEARLY increased.
Read more ›
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4 of 4 people found the following review helpful By T. Doyle on October 10, 2005
Format: Paperback Verified Purchase
There are no fads in selling. It's just hard work. Shiffman's book breaks down the key elements of engaging customers into no-nonsense, blocking and tackling steps. Follow the steps to success. Well done!
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6 of 7 people found the following review helpful By Kug VINE VOICE on January 2, 2006
Format: Paperback
Now this has practical tips from the trenches and you can tell the author isnt writing about theory but has done it himself. For someone with no experience in the field this is a handson guide with actionable items anyone can do when theyre finished.

Well worth the read if youre into teleselling
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3 of 3 people found the following review helpful By Michael P. Norman on July 4, 2007
Format: Paperback Verified Purchase
This book offers a great way to dissect your sales call, identify what's missing (or what's overkill), measure its effectiveness, and improve your strategy. I purchased this book with another "highly rated" telephone sales book after scouring every book regarding tele-sales and telemarketing at my library. This is the best current publication that I have found.
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5 of 6 people found the following review helpful By 4teeish on September 23, 2007
Format: Paperback Verified Purchase
If you do any type of telephone sales this book is great!! I found it to be very easy to read and the examples were just what I deal with in my job. I needed more info on how to sell to "new" prospects and this helped me alot. While I did not necessarily do every exercise, I found the ones I did do to be very informative. I even bought a copy for a co-worker (I didn't want to give mine up!!)
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