Cold Calling Techniques: That Really Work

Cold Calling Techniques: That Really Work

by Stephan Schiffman

Paperback(20th Anniversary edition)

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Product Details

ISBN-13: 9781598691481
Publisher: Adams Media
Publication date: 07/03/2007
Edition description: 20th Anniversary edition
Pages: 160
Product dimensions: 5.50(w) x 8.40(h) x 0.50(d)

About the Author

Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation's fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.

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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Cold Calling Techniques 4.1 out of 5 based on 0 ratings. 16 reviews.
Anonymous More than 1 year ago
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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.