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Title: Cold Calling Techniques that Really Work! by Stephan Schiffman ISBN: 1-58062-076-0 Publisher: Adams Media Corporation Pub. Date: April, 1999 Format: Paperback Volumes: 1 List Price(USD): $8.95 |
Average Customer Rating: 3.63 (35 reviews)
Rating: 3
Summary: Not bad, not great
Comment: I have read several cold calling books and I was delighted to find that someone has tried to simplfy the cold-calling process. There were some features in the book that I have overlooked in the past in my calls. However, the indended audience of this book is not telemarketers and the book never claims to help this group of people, so I dont know why everyone else is crucifying it in their reviews. The book is intended for sales consultants who need to set up in-person meetings to demo a product or service, nothing more, nothing less.
Where the book fails is to assist people who need to make cold calls to sell, but do not have the luxury of being able to go on face-to-face meetings. Much of my business depends on selling smaller accounts over the phone and for this the book is useless other than to perhaps begin a dialect.
The author is simply trying to assist salespeople who want to set up more meetings to do so and his short and direct approach I think accomplishes that and there are several corrections to mistakes that I constantly made before I read the book.
Its worth 9 bucks, but like I said, it was not meant for telemarketers or phone only sales. Besides, am I to believe that anyone with any real sales skill is selling via telemarketing to peoples homes while they are eating dinner.
Rating: 4
Summary: Good Stuff, But Falls Short
Comment: Yes, this book is simple. I think that is the best thing about Mr. Schiffman's approach. As salespeople, we are often subjected to a barrage of sneaky techniques, and it was refreshing to be exposed to this bare-bones style that is straight-forward and results-oriented. I especially enjoyed the idea that the goal of each step in the sales process is to progress into the next. Mr. Schiffman begins by telling us that selling is a numbers game...and how right he is. His no-nonsense declaration of this fact early on should be enough to let even the most inexperienced salesperson know that the rejection we face is not personal, it's the law of averages. As for his supposed omission of a section on "calling fear"...if you are afraid to pick up a telphone, you may be in the wrong business. My one criticism of this book, however, is that Mr. Schiffman assumes we are able to automatically gain access to decision-makers. As any experienced salesperson will tell you, this may be the single biggest obstacle in cold calling, especially for beginners. His unwillingness to properly address this issue is what keeps this book from being truly great.
Rating: 4
Summary: Simple, Very Useable
Comment: This was my first book on the subject of cold calling, and I admit I still am not as well read on the topic as some of the other reviewers may be. The book does boil cold calling down to a very basic and straighforward level, which may offend some who want to believe that in order for a strategy to work it has to be complex. Personally, I think there's enough innate complexity in life, we should not look for strategies that incorporate it as well.
The techniques are straightforward, and contrary to what Bob from New York will tell you, the author does not advocate gimmicks, in fact he admonishes the reader not to use them. This book should be read and considered by anyone interested in cold calling.
w f depp
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Title: Closing Techniques: (That Really Work!) by Stephan Schiffman ISBN: 1580621724 Publisher: Adams Media Corporation Pub. Date: November, 1999 List Price(USD): $8.95 |
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Title: The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman ISBN: 1558503919 Publisher: Adams Media Corporation Pub. Date: June, 1994 List Price(USD): $6.95 |
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Title: The 25 Most Common Sales Mistakes: And How to Avoid Them by Stephan Schiffman ISBN: 1558505113 Publisher: Adams Media Corporation Pub. Date: September, 1995 List Price(USD): $6.95 |
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Title: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off by Paul S. Goldner ISBN: 0814478808 Publisher: AMACOM Pub. Date: October, 1995 List Price(USD): $17.95 |
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Title: The 25 Sales Strategies That Will Boost Your Sales Today! by Stephan Schiffman ISBN: 1580621163 Publisher: Adams Media Corporation Pub. Date: June, 1999 List Price(USD): $6.95 |
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