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Cold Calling Techniques (That Really Work!) by [Schiffman, Stephen]

Cold Calling Techniques (That Really Work!) Kindle Edition

by Stephen Schiffman (Author)

93 customer reviews

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The definitive guide to cold calling success!

For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to:

Turn leads into prospects
Learn more about the client's needs
Convey the ability to meet the client's demands
Overcome common objections

With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!

Length: 162 pages	Word Wise: Enabled	Enhanced Typesetting: Enabled
Page Flip: Enabled

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Product details

File Size: 744 KB
Print Length: 162 pages
Publisher: Adams Media; 7 edition (December 3, 2013)
Publication Date: December 3, 2013
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B00GVHS6BQ
Text-to-Speech: Not enabled

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Not Enabled

Word Wise: Enabled
Lending: Not Enabled
Screen Reader: Supported

Enhanced Typesetting: Enabled

Amazon Best Sellers Rank: #3,382 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
- #1 in Kindle Store > Kindle eBooks > Business & Money > Marketing & Sales > Marketing > Telemarketing
- #1 in Kindle Store > Kindle eBooks > Business & Money > Marketing & Sales > Sales & Selling > Skills & Techniques
- #2 in Books > Business & Money > Marketing & Sales > Marketing > Telemarketing

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Customer Reviews

4.6 out of 5 stars

5 star		71%
4 star		22%
3 star		6%
2 star		1%
1 star		0%

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Top Customer Reviews

I Have Read Every Book On Cold Calling. This Is The One To Read

ByClaude Whitacre authoron January 4, 2014

Format: PaperbackVerified Purchase

As a writer of books on selling, I want to keep current on what my fellow sales authors are doing. I read the first edition of this book in 1990, and was impressed then. This new edition came out, and I had to read it.

First, the author really uses these methods in his own business. That sets him apart from many other sales authors.

If you want to sell over the phone, this isn't the book for you. But if you set appointments, to make in person sales presentation...this is it. This edition is a completely rewritten version of the earlier editions. He covers cell phone use, e-mailing, and other technologies.

But the real gold is in the simple approach. I won't spoil it here, but it cuts through tons of theory, and just tells you what works, in setting appointments.

And the section on answering objections to an appointment, made me laugh out loud. Not because it was funny, but because the answer was so obvious, and I never thought of it. This book has the single best answer for every stall given by a prospect, that I've ever heard.

I've been selling and cold calling for thirty years. Seldom does a sales book teach me anything new of substance. This one did. Because of this book, I changed my approach to cold calling. And the approach I had been using had been working just fine. You'll get techniques in this book that I've never seen in print.

If you have any of the earlier editions, you know that the author knows his stuff. You still need to get THIS edition. It's a whole new game.

0Comment 26 people found this helpful. Was this review helpful to you?YesNo

Useful, but needs some updating

ByR. Lehreron June 24, 2016

Format: PaperbackVerified Purchase

Some good steps in it, but I wonder how well some of them work in today's changed prospecting environment. I consider myself a student of prospecting and I got more from Scott Channell's book 7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING and Jeb Blount's FANATICAL PROSPECTING than I did from Mr. Schiffman's book.

That said, I know successful salespeople that swear by Schiffman's methods, so perhaps it's just a matter of preference.

0Comment 3 people found this helpful. Was this review helpful to you?YesNo

Cold calling, just to get an appointment.

ByRicardo Méndez Ángelon July 11, 2015

Format: Kindle EditionVerified Purchase

For those who never have worked on the "selling" business, or for those who see their work completely stalled, or for those who are trying to shine in their selling career, this is THE BEST BOOK about "Cold Calling" that I have seen.
It breaks the process into tiny pieces, with perfect explanation on every step, and key elements to care and truly important advice to check.
Even a few as simple as using a mirror, or calling standing up, seeming so "mundane" in practice are so important. Nothing in this book is a waste.
Truly a gem.
I recommend it, HIGHLY.

0Comment 6 people found this helpful. Was this review helpful to you?YesNo

Best book on cold calling tactics, cold calling tricks, and cold calling training I've found

ByTravison May 4, 2017

Format: Kindle EditionVerified Purchase

I heard about this book from a friend that owns a call center booking appointments for contractors.
He highly recommended this book and despite it's outdated cover (we all judge books by their cover right to at least a small degree?), I purchased it and was blown away.
This is THE book I've designed and built my cold calling process around. Best book on cold calling tactics, cold calling tricks, and cold calling training I've found - and highly recommend (ie. paid my virtual assistant) to work his way through ths book.

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This book was great in helping me figure out how to cold call

ByElizabethon May 11, 2016

Format: PaperbackVerified Purchase

This book was great in helping me figure out how to cold call. I am in my first sales position and cold calling was certainly a weakness. This book helped me make appointments, ask follow up questions, and better understand and meet the needs of those I am contacting.

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

Dang he's good!

ByAllan Honeymanon May 25, 2016

Format: Kindle EditionVerified Purchase

I started selling straight out of college in 1969 for Xerox. I am now in act 3 of my life and career. I knew that the old technique of wearing out shoe leather was no longer the way to go. I am confident now that I'm on the right track. I recommend the book to any salesman young and middle-aged or old and a little cranky like me. Thanks, I needed the help!

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

The best cold calling book in the world!

ByAndrew von Gregoron September 2, 2015

Format: Kindle EditionVerified Purchase

Steve's methods are reality-based and smart; moreover, they work! We all get out of things what we put into them. If you put in the time and effort, and follow Steve's advice to the letter, you will get where you want to go. The only way that won't happen is if you get hit by a bus at some point along the way. So in summation, read this book, stay positive, follow Steve's advice, take action, and always look both ways when crossing the street. (-:

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

Just completed my fourth reading.

ByCesar D. Munozon January 21, 2016

Format: Kindle EditionVerified Purchase

I first read this book around 1985. With the aid of these skills-I became one of the top reps at Velobind. I've purchased updated editions over the years and used the materials to train my reps (when I was a manager). I recently started a new job and needed to kick start my prospecting--read the book in one day and I've already started getting meetings. Steve's process is simple and proven. While I don't agree with everything in this new edition--I'm not going to let that get in the way of the 99% of the book that is ROCK SOLID.

0CommentWas this review helpful to you?YesNo

Most Recent Customer Reviews

Not bad

I'm in a different type of sales, I sell a branch of service. Many of these techniques have increased my number of contacts already, but I haven't yet increased my appointments.Read more

Published 10 days ago by Joshua N Nichols

Useful presentation of techniques

You probably already know almost everything in this book. The value of this book is that each chapter runs through a set of steps or concepts you can use to tighten up your...Read more

Published 20 days ago by rsik

Four Stars

great book, not gimicky.Read more

Published 21 days ago by Yati Harvey

Four Stars

nice book...great vendor Read more

Published 1 month ago by LarryLee

Very effective.perfomance

We can lean alot deservr learning it cv%att ogf i,best learning for techniques wjt is required in cold caling .Loved it :)Read more

Published 1 month ago by Joseph Ntiro

Good read

Basic, Simple, Teachable and 100% On the Mark! I hated my sales managers preaching "Activities", until I became one myself.Read more

Published 1 month ago by MrFlat

Great Read.

I loved that he the author laid his system out simply. Every sales person should read, not just the cold callers.Read more

Published 1 month ago by Amazon Customer

Very easy read and applicable to all aspects of sales

While a few minor pieces of this are more specific, the bulk of this information is very easy to read and generic enough that you can easily apply this to any sales job.Read more

Published 1 month ago by Amazon Customer

Five Stars

Easy to navigate through Read more

Published 1 month ago by Amazon Customer

Interesting read for sales and non-sales professionals.

Learning to sell is not just for sales professionals. Anyone wanting to advance their careers, both professional and personally, should study this book.Read more

Published 2 months ago by jeremydoug

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