Cold Calling Techniques

Cold Calling Techniques

by Stephan Schiffman

Paperback(5th Edition)

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Product Details

ISBN-13: 9781580628563
Publisher: Adams Media
Publication date: 08/28/2003
Edition description: 5th Edition
Pages: 160
Sales rank: 703,820
Product dimensions: 5.50(w) x 8.43(h) x (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 (That Really Work!) 5 out of 5 based on 0 ratings. 2 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.