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Cold Calling Techniques (That Really Work!) Paperback – September 1, 2003

by Stephan Schiffman (Author)

108 customer reviews

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Editorial Reviews

Review

"The book every CEO needs to read." (Mark Cuban Recommends Inc.com) --This text refers to an out of print or unavailable edition of this title.

About the Author

Stephan Schiffman has trained more than half a million salespeople at such firms as AT&T, Chemical Bank, and U.S. Healthcare. He is the author of numerous bestselling books, including Closing Techniques (That Really Work!) and The 25 Habits of Highly Successful Salespeople. He lives in New York City. You can visit his website at www.steveschiffman.com. --This text refers to an out of print or unavailable edition of this title.

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Product details

Paperback: 148 pages
Publisher: Adams Media; 5th edition (September 1, 2003)
Language: English
ISBN-10: 1580628567
ISBN-13: 978-1580628563
Product Dimensions: 5.5 x 0.4 x 8.4 inches
Shipping Weight: 8.8 ounces (View shipping rates and policies)
Average Customer Review: 4.2 out of 5 stars See all reviews (108 customer reviews)
Amazon Best Sellers Rank: #1,372,786 in Books (See Top 100 in Books)
- #117 in Books > Business & Money > Marketing & Sales > Marketing > Telemarketing
- #596 in Books > Business & Money > Marketing & Sales > Marketing > Multilevel
- #3527 in Books > Business & Money > Marketing & Sales > Sales & Selling

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Customer Reviews

108

4.2 out of 5 stars

5 star		55%
4 star		19%
3 star		11%
2 star		5%
1 star		10%

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Top Customer Reviews

The single best book on phoning techniques in existence

ByAmazon Customeron June 20, 2013

Format: PaperbackVerified Purchase

I built my financial practice with many of the skills found in this book. I cannot recommend it highly enough as the most accurate, most succinct and most powerful book on the market to teach people how to open up relationships and opportunities over the phone with people you don't previously know.

People generally fear cold-calling, and often rightly so. But like everything in our line of work, success is a matter of better skill matched with the right kind of hard work. Too many people do the work without the skill - and that does work - but doing the right hard work with the right skills will at least quadruple your results. This book did that for me.

I can't give high enough praise for this book when its insights are implemented. Tremendous piece.

11 comment 2 people found this helpful. Was this review helpful to you?YesNo

Great Resource, Easy Read, Clarity in Purpose

ByA. Howertonon July 24, 2013

Format: Kindle EditionVerified Purchase

I'm new to sales and purchased this book to introduce myself to the art of cold calling. I'm currently reading just about anything I can get my hands on but I enjoy Schiffman's material because it is simple, clear and to the point. Along with that, Schiffman has a simple approach to sales that echoes my own personal values about honesty and integrity. This book focuses heavily on how to have conversations during the calls and less on how to prepare for the call outside of having a workable script.

Sales is not a game... it's a profession and career. Schiffman ultimately wants to encourage his readers to adopt that attitude. His advice gives basic and practical tips on that can help change how you think about what you're doing. With this resource, you'll find more success because you'll have an approach that lets you work within your strengths while identifying your weaknesses. If you selling anything over the phone, you will find some value in this quick read and as an ongoing reference.

I purchased the Kindle edition and had no problems with my experience.

0Comment One person found this helpful. Was this review helpful to you?YesNo

Warming up the Cold Call

ByDavidon May 1, 2012

Format: PaperbackVerified Purchase

As a lifetime salesman, I have embraced the cold call...still not my favorite activity, but it is foundational and necessary for success in almost any type of sales career. This book breaks down the probability of hitting your goals to a numbers game.

X number of calls will generate X number of prospects. A close rate of X on X number of prospects will equal X amount of sales. It's true and just that simple.

The straightforward approach in the book to "doing the work" both in preparation and execution are not revolutionary or even surprising. The value received from the book is as follows:
-The steps before the call in planning what you will say
-The targets that you will call
-The rebuttals that you will use when challenged
-The art of closing
-The number of numbers that you will need to dial in a prepared manner

The author is honest in his approach, stedfast in his work ethic, and confident in his approach leading to success. Everyone in sales should embrace these concepts, not gimmicks, and give them a solid test before discounting their value.

0Comment One person found this helpful. Was this review helpful to you?YesNo

From business to fraternity, this book helps

ByZachary Bolleron December 18, 2013

Format: PaperbackVerified Purchase

My current job between bachelors and masters degrees is based on using the phone to set up appointments for the sales people. This book was extremely helpful in building confidence and techniques necessary.
It is simple, yet all the steps are created to flow in a linear fashion, which makes it valuable to read it more than once. Luckily, it isn't short or full of complex methods. In my experience, the short, simple, and to the point nature of this book will help you with either business, personal, and even fraternity recruitment skills that better your odds in accomplishing your goals.

0Comment One person found this helpful. Was this review helpful to you?YesNo

Good book for traditional salespeople, not secondary services

ByDeccan Trapon March 16, 2011

Format: PaperbackVerified Purchase

This book was not very helpful to me, but I gave it 4 stars because it is well written and the content is appropriate for the main audience - the traditional salespersons who are making one-time sales of widgets or insurance over the phone.

This book will teach you how to sounds like a good salesman and find success. But for those in the professional services industry, you want to sound like a professional peer, not a salesperson, so this book has limited use.

The first third of the book is dedicated to WHY you should make a call rather than HOW to make a call. Some people may find this a waste of their time, but this section is pretty well written and has some lessons even for the most seasoned salesperson. There is one section on how actually to structure a phone call, and I found this most useful.

The book is a bit dated in its approach to email and cell phones.

0Comment 2 people found this helpful. Was this review helpful to you?YesNo

Cold Calling Technique That Really Work

ByJust Someoneon August 9, 2012

Format: PaperbackVerified Purchase

A few observations from someone whose been selling for over 13 years:

1. Well, there is a section in the book that explains how bad it is to cold call using a cell phone, an absolute no-no .... yet look at the cover of the book - Hmmmmm.

2. At the back of the book the author is promoting his other titles, one of which is Email Selling Techniques though Chapter 11 Titled: Email Tactics - he summarizes it in just one word: "Don't" !".
Getting mixed messages here.....

3. The book does not address one of the most important hurdles to the cold call - reaching the decision maker. The author goes through the entire book with the assumption that the cold caller knows who they are trying reach, who the correct contact is.... in my 13+ years of selling, cold calling a major part of it, the authority is hardly ever known. Although he does talk about the gate keeper, it's a gate keeper of a person he knows he's looking to reach.

I think 2.5 stars is accurate.

0Comment 4 people found this helpful. Was this review helpful to you?YesNo

Five Stars

ByJoseph L, Brady, Jr.on April 18, 2017

Format: HardcoverVerified Purchase

Was a gift they appreciated

0CommentWas this review helpful to you?YesNo

Good instruction

ByDmitrii Ukolkinon September 14, 2015

Format: Kindle EditionVerified Purchase

Very light and simple book with certain examples and explanations. It has to be apply in order to say about the value of this book.

I don't have experience in B2B sales and i've chose this book in order to make a first step to a highly efficient sales person.