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Product Description

Synopsis
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.

Inside This Book (Learn More)

First Sentence
Who is your number one competitor? 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

7 Reviews

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34 of 34 people found the following review helpful:

The best telephone selling book I have ever read, 7 Jan 2003

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

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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15 of 15 people found the following review helpful:

Short and to the point, 1 Mar 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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9 of 9 people found the following review helpful:

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.