Cold Calling Techniques: That Really Work

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Overview

Follow the advice of Stephan Schiffman—America's #1 Corproate Sales Trainer—and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience...

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Cold Calling Techniques: That Really Work

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Overview

Follow the advice of Stephan Schiffman—America's #1 Corproate Sales Trainer—and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. The anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.

Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

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Product Details

  • ISBN-13: 9781598691481
  • Publisher: Adams Media Corporation
  • Publication date: 7/3/2007
  • Edition description: 20th Anniversary edition
  • Edition number: 5
  • Pages: 160
  • Product dimensions: 5.50 (w) x 8.40 (h) x 0.50 (d)

Meet the Author

Stephan Schiffman has trained more than 500,000 salespeople at such firms as AT&T, Chemical Bank, and U.S. Healthcare. He is president of D.E.I. Franchise Systems, Inc., and author of numerous bestselling books, including Closing Techniques (That Really Work!) and The 250 Sales Questions to Close the Deal. He lives in New York City.

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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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Customer Reviews

Average Rating 4
( 18 )
Rating Distribution

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(11)

4 Star

(3)

3 Star

(1)

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Sort by: Showing 1 – 20 of 18 Customer Reviews
  • Anonymous

    Posted November 18, 2005

    The most essential building block in sales

    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.

    2 out of 2 people found this review helpful.

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  • Anonymous

    Posted July 18, 2005

    Great

    This is the best book available out there. I would say go for it.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted March 1, 2009

    Must Read...If you Cold Call..and how to set the appointment!

    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!

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 19, 2002

    Simply Genius.

    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.

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  • Anonymous

    Posted February 14, 2003

    Awesome!

    Very simple yet effective. A must have for any cold caller at any stage of the game. Read it several times.

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  • Anonymous

    Posted October 31, 2002

    Extremely practical

    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

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  • Anonymous

    Posted October 15, 2001

    A Great Way to Start

    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.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 28, 2001

    Ineffective

    It is broad and general, lacks substance and creativity!!!

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  • Anonymous

    Posted June 29, 2000

    A book packed with how-to's and easy to understand and implement techniques.

    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.

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  • Anonymous

    Posted June 19, 2000

    Excellent

    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!

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  • Anonymous

    Posted February 1, 2000

    Great For Stockbrokers!

    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.

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  • Anonymous

    Posted December 26, 1999

    Recomended

    Quick and to the point. Good advice and excellent techniques. A good re-evaluation for the experianced or great advise for new sales people.

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    Posted May 11, 2010

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    Posted January 26, 2010

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    Posted August 2, 2013

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    Posted March 10, 2011

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    Posted March 2, 2010

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    Posted October 1, 2010

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    Posted January 27, 2010

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    Posted February 7, 2010

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