Cold Calling Techniques: That Really Work

Our management team liked this book so much that we now purchase it for new and seasoned sales staff alike. It is an essential component of any sales professional's library.

Great book on cold-calling without offering cheesy techniques.
Again the key is just implement it!

The truth is that very few people enjoy cold calling. They do it because they have to. After reading this book, you will not fall in love with cold calling, but it will be easier. It teaches readers how to think about cold calling, what to say, how to respond, when to call, how to get past the gatekeeper and much more. It is important to realize that in order for these methods to work, one must actually apply these techniques. Also, there is a learning curve, so it is crucial to be patient. Reading the book and putting it away will not double anyone's income.

- Mariusz Skonieczny, author of Why Are We So Clueless about the Stock Market? Learn how to invest your money, how to pick stocks, and how to make money in the stock market

If you are involved in phone sales and success depends on setting up meetings with the cold market, there simply is not a better book that I am aware of than Cold Calling Techniques. I rate this book a full five stars solely on the approach given in the section "The Ledge" as this section alone has increased my ability to arrange meetings via the cold market by multitudes.

Schiffman discusses the most effective manner to set appointments amid any objection. It had never occurred to me (and I have been in sales a very long time) that any objection could be used as a reason to "get together". The examples in this book on setting appointments are so profound you will finish the book believing you can set an appointment under almost any circumstances with any style of objection.

Among his books on phone sales, Schiffman is known for his softer more sincere methodology (although very effective). Schiffman's approach is refreshing in that he is not focused entirely on the psychological warfare aspect of winning clients over; he directs most of his focus on the uncomplicated factors that make prospects more willing to accept your meeting or calls. Even if you do not set meetings in your profession, understanding the psychology of Schiffman approach is a benefit anyone in sales should not pass up, and thus I cannot recommend this book highly enough to sales professionals.

If you've read one sales book you've read them all. This one is no worse, nor any better than the rest.