Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales

I found this book to be interesting to read with step by step instructions. This book will help anyone interested in sales or increasing income. i also appreciate that the book is written in a manner that is easily understood.

I work on the phone all day long. 90% of my job is cold calling and trying to open new accounts. This book helped me understand my own numbers better so that I know how many people I need to qualify in order to get an account open. It also showed me how a simple question can change the whole dynamic of a phone conversation.

Last week I cold called a firm and the decision maker was not super excited by the end of our conversation but she at least agreed to accept some literature from me in the mail. This week I called her back to follow up after reading the chapter on asking the right questions that will spark a response from the prospect and get an actual conversation started. I asked her how long she had been using her current provider and if she has ever compared against another firm to see if she is getting the best value for her money. I found out that she has been using her current provider since the winter and has never taken a look at another option since switching to them. I also found out the reasons she chose to use her current provider which gave me a very clear understanding of what I need to do in order to earn her business. We compared services and she was very surprised to find out that we can save her a significant amount of money and also speed up her process as well. By the end of the conversation she was calling me by my first name and the account should open sometime within the next two weeks. All I can say is that this is a great book and I can't wait to read it a second time. Just make sure that you put his recommendations to use.

Update: I've continued to use the advice in this book and I can sincerely tell you that the quality of my calls have CLEARLY increased. I would say that about 75% of the people I talk to now I actually have meaningful conversations with. My calls went from me trying to convince and barely letting the prospect talk to now actual conversations that make the prospect feel like I'm calling to really help them. I used to collect only about half of the information that I wanted from a prospect. Now, on most of my calls I collect 100% of the information I wanted and then some. Great book. I can't wait until the actual accounts start opening, which I am more confident that ever before that they will. I'll post another update when I open my next account.

this book is a must have for phone pros. it provides some nice scripts that can be used in any type of cold calling environment.

Book was very helpful in giving me a basic understanding of telesales in general.

I used a few of the principles in my sales team with great success.

I don't know... I guess I was expecting more from this book. After reading Telesales Tips From The Trenches (Catal) and How To Sell More In Less Time (Sobczak) this was kind of a let down.