Cold Calling Techniques (That Really Work!)

Cold Calling Techniques (That Really Work!)

by Stephan Schiffman


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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
With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!

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Product Details

ISBN-13: 9781440572173
Publisher: Adams Media
Publication date: 01/01/2014
Pages: 160
Sales rank: 72,660
Product dimensions: 5.40(w) x 8.30(h) x 0.90(d)

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

Table of Contents

Preface to the Seventh Edition 11

Introduction 15

Chapter 1 Cold Calling Is Essential 19

Chapter 2 By the Numbers 27

Chapter 3 Where to Look for Leads 45

Chapter 4 Cold Call Mechanics 53

Chapter 5 Turning Around Common Responses 75

Chapter 6 The Ledge 85

Chapter 7 Mastering Third-Party and Referral Calls 95

Chapter 8 Leaving Messages That Get Results 105

Chapter 9 E-Mail Tactics 119

Chapter 10 Follow-Up Calls 127

Chapter 11 The Four-Step Sales Process 133

Chapter 12 The Principles of Sales Success 139

Appendix: Sample Scripts 151

Index 155

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