Product Description

Hundreds of thousands of salespeople have already taken their careers to new levels by following the advice of Stephan Schiffman, America's Number one Corporate Sales Trainer.This special anniversary edition of his perennial bestseller, "Cold Calling Techniques (That Really Work!)" provides salespeople with all the right tools for turning prospects into meetings with decision makers, and then into big sales and commissions. New to this edition are many up-to-the-minute strategies for dealing with technologies such as voicemail systems, caller ID, cell phones, and e-mail. "Cold Calling Techniques (That Really Work!)" is the trusted, easy-to-follow guide every salesperson needs to make a winning pitch and to close the deal.

Product Details

• Amazon Sales Rank: #29752 in Books
• Published on: 2007-08-07
• Original language: English
• Number of items: 1
• Binding: Paperback
• 160 pages

About the Author
Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at such firms as At&t, Chemical Bank, and Aetna/Us Health Care. Schiffman is president of D.E.i. Management Group. He is the author of such bestselling books as Closing Techniques (That Really Work!) and The 250 Sales Questions to Close the Deal.

Customer Reviews

The best telephone selling book I have ever read
A new salesperson in my job will typically have a calls:appointments ratio of 40:1, I did when I started. Satisfactory performance is 20-25:1, which I got to within a year. I currently have a ratio of 11.75:1 and have had for the last two years as a result of using Schiffman's technique. I saw an immediate improvement from the moment I read and understood what he recommends, and have been able to refine it ever since.

It's not a script, it's a client centred approach using common sense business langauge. It's not American-only, it works in a UK market (see figures above) and it beats several other approaches I have tried (before and after using this one).

On the strength of this book, I bought Schiffman's '25 Sales Habits...', which is also a short read with some good tips.

Buy 'Cold Calling Techniques...', use it, see your figures improve.

Short and to the point
The fact that this book is short and to the point makes it stand out. It is also very good value for money. I would recommend this to any sales director who needs to push their sales people to make calls. The advice is practical, delivered in a direct manner and can be implemented immediately. This book is more valuable than some of the over priced, over elaborate nonsense available.

Like the diets, this book will work if you stick to it.
As an experienced salesperson in a new sales post and as such a "virgin" cold caller I was terrified at the thought of failing on the phone. After reading this book my first cold call resulted in an appointment, many more followed after that. You have to believe in the method and also do exactly what the author tells you and, in time, it will work for you.