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Cold Calling Techniques: That Really Work: That Really Work!

Cold Calling Techniques: That Really Work: That Really Work! [Kindle Edition]

Stephan Schiffman
3.3 out of 5 stars  See all reviews (16 customer reviews)

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Product Description

Product Description

Follow the advice of Stephan Schiffman—America's #1 Corproate Sales Trainer—and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. The anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.

Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

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.

Product details

  • Format: Kindle Edition
  • File Size: 415 KB
  • Print Length: 160 pages
  • Publisher: Adams Media; 5 edition (3 July 2007)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B001OLRLD8
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Average Customer Review: 3.3 out of 5 stars  See all reviews (16 customer reviews)
  • Amazon Bestsellers Rank: #309,078 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
21 of 21 people found the following review helpful
5.0 out of 5 stars Short and to the point 28 Feb 2001
By A Customer
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.
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14 of 14 people found the following review helpful
By A Customer
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.
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48 of 50 people found the following review helpful
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.
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4 of 4 people found the following review helpful
5.0 out of 5 stars Common sense advice that works 11 Jun 2008
Looking at the other reviews here, several of them are overly harsh, cynical even.

I hate cold calling and as I have to do a fair amount of it, I thought I would seek advice. Schiffman's book is full of good advice, interesting anecdotes, and provides you with easy-to-implement guidelines on how to improve your calls-to-appointments ratio.

The first person I got through to after reading the book and preparing a script agreed to a meeting straight away. Unlike the other reviewer who was very scathing about the golf analogy, I happen to think it a perfect for the cold call environment - it is basically saying if you carry on as you are (hitting the ball/cold calling) you will get some appointments/hit some fairways. However if you are trained properly, and are prepared to stick at it, no matter how uncomfortable you feel at the beginning, your performance will increase dramatically.

I actually bought this and "Telemarketing, Cold Calling and Appointment Making: How to Win Business Through the Telephone (Easy Step By Step Guides): How to Win Business Through the Telephone" - if you ask me, Schiffman's book is far, far superior.

For anyone that does a lot of cold-calling, is open-minded enough to admit they can improve, and is prepared to follow the advice through the painful change process, then I recommend this book wholeheartedly.
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21 of 23 people found the following review helpful
2.0 out of 5 stars If you've never made a call before... 3 Sep 2004
By Splossy
Format:Paperback might be useful. I don't want to steal the author's fire but the book simple advises you to say "Hi, this is John Smith and from XXX and I'm calling to book an appointment about...". And that's about it. If your industry doesn't suit that sort of 80 calls a day with a 2% hit rate style (ie any industry other than toner refill) then it's of limited use. Too simplistic.
This is one of those books that you hear good things about but is a dissapointment.
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6 of 7 people found the following review helpful
4.0 out of 5 stars Quite Simply The best 11 May 2000
By A Customer
This book has everything anyone in telephone appointment making could wish for. It's clear precise and best of all IT WORKS
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1 of 1 people found the following review helpful
2.0 out of 5 stars Move along - nothing new here....... 12 Aug 2013
By Roger Sharp VINE VOICE
Format:Paperback|Verified Purchase
There's nothing new to be found in this book. In some places it endorses techniques that academics have proved dramatically reduce the chance of a sale.

I once spent three years researching cold calling methods and techniques. The reason? I was useless at it. I was a pretty good salesman but when it came to picking up the phone..... I bought just about every book on the subject. I was in regular communication with academics in the UK and the USA who were doing cutting edge research into it. I had sets of audio and video tapes. I still have a pile of books over 6 feet high on the subject.

I discovered a number of things. Much of the material was duplicated (stolen?) from other authors. Well over half the books were of absolutely no value at all. Ignoring those books that basically encouraged you to lie, many others contained scripts that were simply incredible, written by people who had never made a cold call in their entire life. Others would have the immediate effect of peeing off a potential client with objection handling methods that were so "clever" they just made people more irritated.

The academic research was far more interesting. It was based on cold hard facts. Calls were made using different scripts that were deemed to be the finest ever written, and the results recorded very exactly. The principal finding was that the "perceived wisdom" of the time was simply plain wrong. Worse still, many of the techniques so clever thought of, actually made things worse. One very definite finding was that if you need to make cold calls it is 100% essential to use a script, and keep using that script to the letter.

In the end I found just one single book that helped me and my entire team.
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Most Recent Customer Reviews
4.0 out of 5 stars Maybe a few years ago
Cold calling doesn't work as we'll today, but this is quite old. Soon cold calling won't work at all.
Published 3 months ago by Dom
1.0 out of 5 stars dont waste your time...
again, another awful sales book by schiffman. there is no value in this book. the basic premise is that by following schiffmans teachings you will get to schedule tons of sales... Read more
Published on 18 Sep 2011 by Gcrikey
5.0 out of 5 stars Good book for novice
It provides simple advice with pleasant anecdotal stories. It didn't take long to read and was easy to put into practice with positive results. Read more
Published on 6 April 2011 by W Maybury
2.0 out of 5 stars Realistic but sometimes basic
book is reasonably good. I find alot of the things in the book are fairly obvious. This book is for absolute beginners (literally, zero sales experience). Read more
Published on 14 Mar 2011 by Mark
3.0 out of 5 stars Worth a go
If you are looking for a book to learn sales from start to finish then you should move on - this isn't for you. Read more
Published on 21 Nov 2010 by S. Lewis
4.0 out of 5 stars Very helpful indeed!
I found this book very useful and can happily recommend it to others who need some useful tips on this prickly skill of cold calling.
Published on 31 Aug 2010 by rishiboy
1.0 out of 5 stars Typical American twaddle
I ordered several of this type of book in the hope of assisting my call centre staff with different techniques and I found this one to be the worst. Read more
Published on 21 May 2008 by Sally Wilton
5.0 out of 5 stars Should be read before the cold calling is started!
The book is excellent written, always interesting and good hands-on tips of how to improve the cold calling techniques. Read more
Published on 21 Mar 2005 by Erika
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