Cold Calling Techniques

Cold Calling Techniques

4.1 18
by Schiffman, Stephen Schiffman, Stephen
     
 

ISBN-10: 1598691481

ISBN-13: 2901598691480

Pub. Date: 01/28/2007

Publisher: Adams Media Corporation

Product Details

ISBN-13:
2901598691480
Publisher:
Adams Media Corporation
Publication date:
01/28/2007
Edition description:
New Edition

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Cold Calling Techniques 4.2 out of 5 based on 0 ratings. 18 reviews.
Guest More than 1 year ago
An earlier edition of Stephan Schiffman's Cold Calling Techniques was one of the first sales books I purchased when a became an insurance agent in 1999. The book gave a plan of action for setting appointments with business decision makers, and provided good workable techniques for making the calls that get the appointments. After all anyone with any sales experience knows, the more appointments you set, the more sales you will make. The current edition, like the earlier one, is quick and easy to read, but a sales pro will be drawn in to re-reading several portions to get the valuable techniques being offered. As I have gained experience, I make it a point to go back to Cold Calling Techniques to purge myself of any bad habits that can develop over time, and I find it valuable to this day. My original copy is tattered and worn from being carried in my briefcase for five years, and re-read regularly. I am sure my new edition will look the same in time.
Guest More than 1 year ago
This is the best book available out there. I would say go for it.
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Anonymous More than 1 year ago
This book offers the BEST INSIGHT to what most Sales Reps forget to do while cold-calling on the phone....SET THE APPOINMENT!! That is it, never sell over the phone, your ONLY purpose is to set the appointment, which many Reps forget to do, and you end up pitching your product over the phone in order to get the appointment. This book gives great turn-arounds to every common rebuttle, with word-by-word phrases and rehearsals to the common objectives; including "We are all set with what we have now", "I am too Busy", "We are not interested"...Taking these common phrases and turning it into back around, into why it is even a better reason to get together after that initial objection. Great book, and great refresher to re-read every time you aren't "feeling it" when you pick up the phone. Just re-read a few chapters and you are eager to hit the phones ASAP. Great read!
Guest More than 1 year ago
Very simple yet effective. A must have for any cold caller at any stage of the game. Read it several times.
Guest More than 1 year ago
A lot of folks try to discredit Mr. Schiffman and his techniques because of their simplicity. Ironically, it is the straightforwardness and simplicity of his techniques and scripts that help produce better results. Some folks seem to fail to read the ENTIRE book and follow all of the recommendations. If you truly employ these techniques for 21 days, you will get better.
Guest More than 1 year ago
I give this away to our sales people who attend my sales training seminars as a prize. The books spells out practical examples for sales people who want to get the appointment. Immediately after reading the first day, they will be able to apply some tips that will increase their effectiveness. Nick White, National Sales Manager, Superior Walls of America
Guest More than 1 year ago
A great book to read right out of the gate when entering a sales job/career. Your first goal is to get as many qualified appointments as possible and this book shows you simply and straightforwardly. A must read for all levels of sales persons.
Guest More than 1 year ago
It is broad and general, lacks substance and creativity!!!
Guest More than 1 year ago
I just finsihed reading this book and it is definately a thumbs up. The techniques I was using were 180' out of wack. These techniques get you in the door. A pleasure to read.
Guest More than 1 year ago
I read this book in one sitting and put Schiffman's techniques and scripts to work immediately, with great results. I lined up three appointments in one night with prospective clients and others just through cold calling. It says on the book's cover 'that really work' and they do!
Guest More than 1 year ago
I read this book and laughed because I was using some of the sad stockbroker techniques he mentioned in his book. The book was easy to read and gave concrete examples and techniques as oppose to a lot of theory. I would recommend it to any stockbroker that cold calls for new prospoects.
Guest More than 1 year ago
Quick and to the point. Good advice and excellent techniques. A good re-evaluation for the experianced or great advise for new sales people.