- Hardcover: 120 pages
- Publisher: Kogan Page Ltd (28 Dec 1988)
- Language English
- ISBN-10: 1850918163
- ISBN-13: 978-1850918165
- Product Dimensions: 21.4 x 13.2 x 1.4 cm
- Average Customer Review: 3.4 out of 5 stars See all reviews (14 customer reviews)
- Amazon Bestsellers Rank: 933,127 in Books (See Top 100 in Books)
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More About the Author
Product Description
Product Description
Cold Calling techniques is a guide to creating new sales. This edition features the same basic message - if you want to increase your sales, you must become good at cold calling to get the face to face appointments you need. It has been reworked to reflect the latest innovations in sales training as well as to cover new technologies.
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.
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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
Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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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Customer Reviews
Most Helpful Customer Reviews
45 of 45 people found the following review helpful
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.
19 of 19 people found the following review helpful
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.
13 of 13 people found the following review helpful
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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Most Recent Customer Reviews
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 8 months ago by Gcrikey
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 13 months ago by W Maybury
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 14 months ago by Mark
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 18 months ago by S. Lewis
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 21 months ago by readerboy
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
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
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
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
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
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
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