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Cold Calling Techniques: That Really Work: That Really Work! Kindle Edition
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Top Customer Reviews
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.
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.
This is one of those books that you hear good things about but is a dissapointment.
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.Read more ›
Most Recent Customer Reviews
Cold calling doesn't work as we'll today, but this is quite old. Soon cold calling won't work at all.Published 16 months ago by Dom
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 morePublished on 18 Sept. 2011 by Gcrikey
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 morePublished on 6 April 2011 by W Maybury
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 morePublished on 14 Mar. 2011 by Mark
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 morePublished on 21 Nov. 2010 by S. Lewis
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
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 morePublished on 21 May 2008 by Sally Wilton
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