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Cold Calling Techniques (That Really Work!), by Stephan Schiffman
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Cold calling is a critical skill for those in sales. This text aims to provide information for those wishing to improve their skills and improve their selling power.
- Sales Rank: #337518 in Books
- Published on: 2003-09-01
- Released on: 2003-09-01
- Original language: English
- Number of items: 1
- Dimensions: 8.44" h x .38" w x 5.50" l, .55 pounds
- Binding: Paperback
- 148 pages
Review
"The book every CEO needs to read." (Mark Cuban Recommends Inc.com)
About the Author
Stephan Schiffman is president of D.E.I. Management Group, Inc., a sales training firm. He has successfully trained over 250,000 salespeople and has served as consultant for Fortune 500 companies, local businesses, and a wide variety of community and professional organizations. He is also the author of The Consultant's Handbook, Closing Techniques, Power Sales Presentations, The 25 Most Common Sales Mistakes and How to Avoid Them, 25 Sales Habits of Highly Successful Salespeople, and The 25 Sales Strategies That Will Boost Your Sales Today.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Cold Calling Technique That Really Work
By Just Someone
A few observations from someone whose been selling for over 13 years:
1. Well, there is a section in the book that explains how bad it is to cold call using a cell phone, an absolute no-no .... yet look at the cover of the book - Hmmmmm.
2. At the back of the book the author is promoting his other titles, one of which is Email Selling Techniques though Chapter 11 Titled: Email Tactics - he summarizes it in just one word: "Don't" !".
Getting mixed messages here.....
3. The book does not address one of the most important hurdles to the cold call - reaching the decision maker. The author goes through the entire book with the assumption that the cold caller knows who they are trying reach, who the correct contact is.... in my 13+ years of selling, cold calling a major part of it, the authority is hardly ever known. Although he does talk about the gate keeper, it's a gate keeper of a person he knows he's looking to reach.
I think 2.5 stars is accurate.
1 of 1 people found the following review helpful.
Great Resource, Easy Read, Clarity in Purpose
By A. Howerton
I'm new to sales and purchased this book to introduce myself to the art of cold calling. I'm currently reading just about anything I can get my hands on but I enjoy Schiffman's material because it is simple, clear and to the point. Along with that, Schiffman has a simple approach to sales that echoes my own personal values about honesty and integrity. This book focuses heavily on how to have conversations during the calls and less on how to prepare for the call outside of having a workable script.
Sales is not a game... it's a profession and career. Schiffman ultimately wants to encourage his readers to adopt that attitude. His advice gives basic and practical tips on that can help change how you think about what you're doing. With this resource, you'll find more success because you'll have an approach that lets you work within your strengths while identifying your weaknesses. If you selling anything over the phone, you will find some value in this quick read and as an ongoing reference.
I purchased the Kindle edition and had no problems with my experience.
1 of 1 people found the following review helpful.
Warming up the Cold Call
By David
As a lifetime salesman, I have embraced the cold call...still not my favorite activity, but it is foundational and necessary for success in almost any type of sales career. This book breaks down the probability of hitting your goals to a numbers game.
X number of calls will generate X number of prospects. A close rate of X on X number of prospects will equal X amount of sales. It's true and just that simple.
The straightforward approach in the book to "doing the work" both in preparation and execution are not revolutionary or even surprising. The value received from the book is as follows:
-The steps before the call in planning what you will say
-The targets that you will call
-The rebuttals that you will use when challenged
-The art of closing
-The number of numbers that you will need to dial in a prepared manner
The author is honest in his approach, stedfast in his work ethic, and confident in his approach leading to success. Everyone in sales should embrace these concepts, not gimmicks, and give them a solid test before discounting their value.
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