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

3.5 out of 5 stars 18 customer reviews

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Length: 160 pages Word Wise: Enabled Enhanced Typesetting: Enabled

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Product Description

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: 710 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
  • Enhanced Typesetting: Enabled
  • Average Customer Review: 3.5 out of 5 stars 18 customer reviews
  • Amazon Bestsellers Rank: #388,642 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Top Customer Reviews

By A Customer on 28 Feb. 2001
Format: Paperback
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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Format: Paperback
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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Format: Paperback
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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Format: Paperback
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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Format: Paperback
...it 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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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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