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Cold Calling Techniques: That Really Work [Paperback]

Stephan Schiffman (Author)
3.9 out of 5 stars  See all reviews (65 customer reviews)
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Product Description

Follow the advice of Stephan Schiffman-America's #1 Corporate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

This easy-to-follow guide will help you beat today's cold calling obstacles such as voicemail, caller ID, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. Providing online resources, the anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.

Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

About the Author

Stephan Schiffman has trained more than 500,000 salespeople at such firms as AT&T, Chemical Bank, and U.S. Healthcare. He is president of D.E.I. Management Group and the author of such bestselling books as Closing Techniques (That Really Work!) and The 250 Sales Questions to Close the Deal.

Product Details

  • Paperback: 160 pages
  • Publisher: Adams Media; 6 edition (July 3, 2007)
  • Language: English
  • ISBN-10: 1598691481
  • ISBN-13: 978-1598691481
  • Product Dimensions: 8.3 x 5.4 x 0.5 inches
  • Shipping Weight: 5.6 ounces (View shipping rates and policies)
  • Average Customer Review: 3.9 out of 5 stars  See all reviews (65 customer reviews)
  • Amazon Bestsellers Rank: #22,880 in Books (See Top 100 in Books)
    #1 in  Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing
    #17 in  Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques

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Stephan Schiffman
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Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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Inside This Book (learn more)
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
cold calling techniques, franchise systems, product malleability, prospecting calls, prospect management, referral calls
Key Phrases - Capitalized Phrases (CAPs): (learn more)
Steve Schiffman, New York City, Cold Call Mechanics, United States, Leaving Messages That Get Results, Bob Jones, How's Tuesday, Labor Day, The Principles of Sales Success, Widget Company, Company President, New Albany, Cold Calling Is Essential, Jimmy Jones, Bill Smith, Pete Smith, John Jones, Follow-Up Calls, The Four-Step Sales Process, Times Square, Turning Around Common Responses
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Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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Customer Reviews

65 Reviews
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Average Customer Review
3.9 out of 5 stars (65 customer reviews)
 
 
 
 
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74 of 75 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!
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39 of 39 people found the following review helpful:
5.0 out of 5 stars Excellent for business to business sales, October 2, 2004
This review is from: Cold Calling Techniques (That Really Work!) (Paperback)
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.
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45 of 48 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.

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Most Recent Customer Reviews

5.0 out of 5 stars Getting down to business
Vintage, but classic tactics/skills that still have their place in today's business marketing & selling. Read more
Published 7 months ago by Christina Prevot

4.0 out of 5 stars For the price- can't be beat!
This book is meant for phone cold calling, but can be applied to cold calling in person. It is a really quick read. A few great tidbits that will help you get an appointment. Read more
Published 8 months ago by Shawn Simcheck

5.0 out of 5 stars A Classic
Our management team liked this book so much that we now purchase it for new and seasoned sales staff alike. It is an essential component of any sales professional's library.
Published 11 months ago by L. Dominguez

5.0 out of 5 stars a guide to not-cheesy cold calling
Great book on cold-calling without offering cheesy techniques.
Again the key is just implement it!
Published 11 months ago by wjwallis

5.0 out of 5 stars Who Doesn't Hate Cold Calling
The truth is that very few people enjoy cold calling. They do it because they have to. After reading this book, you will not fall in love with cold calling, but it will be easier... Read more
Published 13 months ago by Mariusz Skonieczny

5.0 out of 5 stars Essential Reading for Anyone Dealing with the Cold Market
If you are involved in phone sales and success depends on setting up meetings with the cold market, there simply is not a better book that I am aware of than Cold Calling... Read more
Published 21 months ago by TW

5.0 out of 5 stars If you've read one...
If you've read one sales book you've read them all. This one is no worse, nor any better than the rest.
Published 22 months ago by R. Dufresne

5.0 out of 5 stars Must read for all salesman
Cold Calling Techniques: (That Really Work!) is not just for tele-marketers. It is a must read for all salesman. Read more
Published on June 2, 2008 by Robert Servian

5.0 out of 5 stars staple for professional sales
This book is fantastic and relevant to any and all sales professionals. The concepts are clear and easy to inpliment in anyone's current daily activities. Read more
Published on February 8, 2008 by Jaudaun Eldridge

4.0 out of 5 stars Cold Calling Techniques (that really work)
If you want to take your sales to the next level or you're just starting in the field; this book is a must!

Selling in Florida
Published on January 20, 2008 by David M. Roy

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