Top positive review
48 people found this helpful
The best telephone selling book I have ever read
on 6 January 2003
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.