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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: #2974 in eBooks
- Published on: 2013-12-03
- Released on: 2013-12-03
- Format: Kindle eBook
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
17 of 17 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.
1 of 1 people found the following review helpful.
Useful, but needs some updating
By R. Lehrer
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.
1 of 1 people found the following review helpful.
The best cold calling book in the world!
By Andrew von Gregor
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. (-:
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