Cold Calling Techniques: That Really Work by Stephan Schiffman | Paperback | Barnes & Noble
Cold Calling Techniques / Edition 5

Cold Calling Techniques / Edition 5

4.1 18
by Stephan Schiffman
     
 

ISBN-10: 1580628567

ISBN-13: 9781580628563

Pub. Date: 08/28/2003

Publisher: F & W Media Inc

Praise for Cold Calling Techniques (That Really Work!):

"These principles are critical for successful sales managers, especially in the current market. Even seasoned veterans can benefit from this class."
-Fred Shea, Hyatt Hotels Corporation

"This book has already doubled my income this month!"
-Reader from Seattle, Washington

"Our sales

Overview

Praise for Cold Calling Techniques (That Really Work!):

"These principles are critical for successful sales managers, especially in the current market. Even seasoned veterans can benefit from this class."
-Fred Shea, Hyatt Hotels Corporation

"This book has already doubled my income this month!"
-Reader from Seattle, Washington

"Our sales force relies on Stephan Schiffman. His sales advice is simple, applicable, and, above all else, effective."
-Rolf Dobelli, GetAbstract


Stephan Schiffman has trained more than 350,000 salespeople at firms, such as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of D.E.I. Management Group and lives in New York, NY.

Product Details

ISBN-13:
9781580628563
Publisher:
F & W Media Inc
Publication date:
08/28/2003
Edition description:
5th Edition
Pages:
170
Product dimensions:
5.50(w) x 8.50(h) x 0.36(d)

Table of Contents


Acknowledgments     ix
Preface to the 20th Anniversary Edition     xi
Introduction     xiii
Cold Calling Is Essential     1
By the Numbers     9
Where to Look for Leads     25
Cold Call Mechanics     32
Using Cell Phones     52
Turning Around Common Responses     33
The Ledge     65
Mastering Third-Party and Referral Calls     75
Leaving Messages That Get Results     86
More on Voice Mail     102
E-Mail Tactics     104
Follow-Up Calls     108
The Four-Step Sales Process     115
The Principles of Sales Success     122
Sample Scripts     132
Index     137

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