Cold Calling Techniques (That Really Work!) (Paperback)

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Editorial Reviews

Product Description

Cold calling is a critical skill for those in sales. This text aims to provide information for those wishing to improve their skills and improve their selling power.

About the Author

Stephan Schiffman is president of D.E.I. Management Group, Inc., a sales training firm. He has successfully trained over 250,000 salespeople and has served as consultant for Fortune 500 companies, local businesses, and a wide variety of community and professional organizations. He is also the author of The Consultant's Handbook, Closing Techniques, Power Sales Presentations, The 25 Most Common Sales Mistakes and How to Avoid Them, 25 Sales Habits of Highly Successful Salespeople, and The 25 Sales Strategies That Will Boost Your Sales Today. --This text refers to an out of print or unavailable edition of this title.

Product Details

• Paperback: 192 pages
• Publisher: Adams Media Corporation; 5 edition (September 2003)
• Language: English
• ISBN-10: 1580628567
• ISBN-13: 978-1580628563
• Product Dimensions: 8.3 x 5.5 x 0.6 inches
• Shipping Weight: 6.4 ounces
• Average Customer Review: 3.9 out of 5 stars  See all reviews (63 customer reviews)
• Amazon.com Sales Rank: #339,164 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

68 of 69 people found the following review helpful:

5.0 out of 5 stars This book has already doubled my income this month!, October 7, 1999

By A Customer

This review is from: Cold Calling Techniques (That Really Work!) (Paperback)

I have read all of the "sales 101" books, Zig Ziglar, Tom Hopkins, even Hurb Cohen's "you can negotiate anything" and I feel from my personal experience that this book not only gives you the tools to become more sucessful, but gives you the confidence in yourself to "get back on track". I sell ATM machines to business owners, and have recently moved into a new town with new prospects, requiring me to get back in "the field" to knock on some doors. This book helped me get over the uncomfortable feeling of cold calling, and put everything into prospective. It also helped me remember the basic elements of the sale. This guy is great, and I just bought the follow up book, CLOSING TECHNIQUES that is equally helpful-I just wanted to pass on the info, sales can be tough, this just makes it simple, as well as more rewarding!

31 of 31 people found the following review helpful:

5.0 out of 5 stars Excellent for business to business sales, October 2, 2004

By	Saleen8927 "Saleen8927" (CT, USA) - See all my reviews

I am aware of the reviews here that say that this book is very basic, and that's true, but that's what Steven Schiffman intended, and that's the beauty of it. It is a bare-bones, very basic guide to using the telephone effectively to secure an in-person sales appointment. I have to think that the negative reviews may be mostly from people who do phone sales, where the techniques in this book would not apply, and in which case they should purchase Steven Schiffman's telemarketing book instead (I think that perhaps the 'Cold Calling' title may mislead people to think the book is about how to make telephone sales, which it isn't). I can guarantee that anyone who does intend to get a face-to-face appointment and who thinks these techniques are too simple is overcomplicating their phone calls. The absolute best piece of information in the book is that you are not trying to sell anything over the phone other than a meeting. Nearly every salesperson I know tries to sell the customer on thier product or company over the phone in order to secure an appointment, but I can say that my appointment rate is higher than any of those people when using the simple approach that is outlined in this book. Common sense? Absolutely, most sales books are. The problem is that 9 out of 10 salespeople don't practice common sense, and Steven Schiffman's books help you to see that the sales process shouldn't be a hard and complicated process.

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.

41 of 43 people found the following review helpful:

5.0 out of 5 stars Implementation is KEY!, October 17, 2001

By	James Carter (Castro Valley, CA United States) - See all my reviews

This review is from: Cold Calling Techniques that Really Work! (Paperback)

I picked up this book, and several others, on cold-calling because I knew I just was not doing it the best way I could. I have been in sales for years and I HATE cold-calling. Who doesn't? This book helped me focus on what is really important - setting appointments and getting in front of the customer and provide personal contact. I lost that focus somewhere and my cold-calls were flat.

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.