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Cold Calling Techniques That Really Work [Paperback]

Stephan Schiffman (Author)

3.4 out of 5 stars See all reviews (14 customer reviews)

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Cold Calling Techniques: That Really Work! 3.4 out of 5 stars (14)
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Product details

Paperback: 160 pages
Publisher: Adams Media Corporation; 4th Revised edition edition (31 Mar 1999)
Language English
ISBN-10: 1580620760
ISBN-13: 978-1580620765
Product Dimensions: 21.3 x 14 x 1.5 cm

Average Customer Review: 3.4 out of 5 stars See all reviews (14 customer reviews)

Amazon Bestsellers Rank: 719,391 in Books (See Top 100 in Books)
- #41 in Books > Business, Finance & Law > Sales & Marketing > Telemarketing

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Product Description

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.'

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. --This text refers to an alternate Paperback edition.

Inside This Book (Learn More)

First Sentence
A famous professor at Harvard Business School once asked his students to name the number one reason why businesses do not succeed. Read the first page

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Concordance

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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover

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Customer Reviews

14 Reviews

5 star:		(5)
4 star:		(3)
3 star:		(1)
2 star:		(2)
1 star:		(3)

Average Customer Review

3.4 out of 5 stars (14 customer reviews)

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Most Helpful Customer Reviews

44 of 44 people found the following review helpful:

5.0 out of 5 stars The best telephone selling book I have ever read, 6 Jan 2003

C. M. Perkins (Stirling, Scotland.) - See all my reviews
(REAL NAME)

This review is from: Cold Calling Techniques That Really Work (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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18 of 18 people found the following review helpful:

5.0 out of 5 stars Short and to the point, 28 Feb 2001

By A Customer

This review is from: Cold Calling Techniques That Really Work (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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12 of 12 people found the following review helpful:

4.0 out of 5 stars Like the diets, this book will work if you stick to it., 2 Jun 1999

By A Customer

This review is from: Cold Calling Techniques That Really Work (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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› See all 14 customer reviews on Amazon.co.uk

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› Go to Amazon.com to see all 68 reviews 3.9 out of 5 stars

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Most Recent Customer Reviews

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 4 months ago 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 10 months ago 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 11 months ago 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 14 months ago 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 17 months ago by readerboy

5.0 out of 5 stars Common sense advice that works
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... Read more

Published on 11 Jun 2008 by Mr. A. Pickering

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

2.0 out of 5 stars If you've never made a call before...
...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... Read more

Published on 3 Sep 2004 by Splossy

1.0 out of 5 stars A complete waste of money!
Contrary to the above reviews, don't waste your cash on this one. Stuffed full of pointless piffle, it has very little in the way of practical help.

Published on 8 Dec 2000

› See all 14 customer reviews on Amazon.co.uk

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