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Cold Calling Techniques (That Really Work!), by Stephen Schiffman
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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
- Sales Rank: #71927 in Books
- Brand: Adams Media
- Published on: 2014-01-01
- Released on: 2014-01-01
- Original language: English
- Number of items: 1
- Dimensions: 8.44" h x .50" w x 5.50" l, .37 pounds
- Binding: Paperback
- 160 pages
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.
Most helpful customer reviews
15 of 15 people found the following review helpful.
I Have Read Every Book On Cold Calling. This Is The One To Read
By claude whitacre
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.
2 of 2 people found the following review helpful.
Good read with some caveats
By Biju Philip
The reader should be warned that this book is not about selling over the phone. It's about cold calling to get to the next step (an appointment). If you're looking to make sales without meeting in person, this book is not for you.
It is otherwise written in a very succinct and direct fashion. I read the whole thing over two days and it was tough to put down. The instructions are not difficult to follow and I plan on trying it within the suggested 72 hours.
One significant issue that I have with the approach is that a common response is to mention that your own product would "complement" the prospect's existing product (their status quo). However, quite often, you are selling a product that would directly *replace* their current method. There is no explanation about how to handle this major discrepancy in the book. What would you say when you actually meet with them? "Sorry, I lied?"
2 of 2 people found the following review helpful.
Cold calling, just to get an appointment.
By Ricardo M�ndez �ngel
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.
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