Cold Calling Techniques: That Really Work

I'm new to sales and purchased this book to introduce myself to the art of cold calling. I'm currently reading just about anything I can get my hands on but I enjoy Schiffman's material because it is simple, clear and to the point. Along with that, Schiffman has a simple approach to sales that echoes my own personal values about honesty and integrity. This book focuses heavily on how to have conversations during the calls and less on how to prepare for the call outside of having a workable script.Sales is not a game... it's a profession and career. Schiffman ultimately wants to encourage his readers to adopt that attitude. His advice gives basic and practical tips on that can help change how you think about what you're doing. With this resource, you'll find more success because you'll have an approach that lets you work within your strengths while identifying your weaknesses. If you selling anything over the phone, you will find some value in this quick read and as an ongoing reference.I purchased the Kindle edition and had no problems with my experience.

I built my financial practice with many of the skills found in this book. I cannot recommend it highly enough as the most accurate, most succinct and most powerful book on the market to teach people how to open up relationships and opportunities over the phone with people you don't previously know.People generally fear cold-calling, and often rightly so. But like everything in our line of work, success is a matter of better skill matched with the right kind of hard work. Too many people do the work without the skill - and that does work - but doing the right hard work with the right skills will at least quadruple your results. This book did that for me.I can't give high enough praise for this book when its insights are implemented. Tremendous piece.

As a lifetime salesman, I have embraced the cold call...still not my favorite activity, but it is foundational and necessary for success in almost any type of sales career. This book breaks down the probability of hitting your goals to a numbers game.X number of calls will generate X number of prospects. A close rate of X on X number of prospects will equal X amount of sales. It's true and just that simple.The straightforward approach in the book to "doing the work" both in preparation and execution are not revolutionary or even surprising. The value received from the book is as follows:-The steps before the call in planning what you will say-The targets that you will call-The rebuttals that you will use when challenged-The art of closing-The number of numbers that you will need to dial in a prepared mannerThe author is honest in his approach, stedfast in his work ethic, and confident in his approach leading to success. Everyone in sales should embrace these concepts, not gimmicks, and give them a solid test before discounting their value.

I have been involved in sales for most of my adult life. In the past I learned: Feel, Felt and Found; etc, etc...... After reading Shiffman's book, I could not believe how wrong my sales procedures and presentations have been. I can actually look back and see that what Shiffman is explaining is the better way to approach a client, from start to finish! Thanks!

A few observations from someone whose been selling for over 13 years:1. Well, there is a section in the book that explains how bad it is to cold call using a cell phone, an absolute no-no .... yet look at the cover of the book - Hmmmmm.2. At the back of the book the author is promoting his other titles, one of which is Email Selling Techniques though Chapter 11 Titled: Email Tactics - he summarizes it in just one word: "Don't" !".Getting mixed messages here.....3. The book does not address one of the most important hurdles to the cold call - reaching the decision maker. The author goes through the entire book with the assumption that the cold caller knows who they are trying reach, who the correct contact is.... in my 13+ years of selling, cold calling a major part of it, the authority is hardly ever known. Although he does talk about the gate keeper, it's a gate keeper of a person he knows he's looking to reach.I think 2.5 stars is accurate.

This is my second book. I got one when I was in book sales and the company bought us all one. I couldn't find mine and was going to have to do some cold calling for appointments, so I bought another. I would say this is super easy to read and understand. It is a little outdated in my opinion regarding using your cell phone, but all the other information is rock solid and will really help you on the phone if you use his techniques.

No Secrets . Just talks about tracking your contacts and tells you to so the math to figure out what you have to do. Nothing big.

I haven't read any other cold calling books. As a result, I don't know how this compares with others that you might be looking to buy. I can say, though, that I have just started my first sales job, and I found this book extremely helpful. It started off a little weak with the typical formulas about how many calls lead to how many proposals and sales, but when it got into the mechanics of a cold call, and tips on leaving voicemail, I found a lot of helpful information.

Exemplary material. Great scripts. No doubt you will read it and say "that's obvious", but that's the point I think. The simplicity of this book is what makes it, it's up to you whether you have the dedication to implement everything - no matter how easy it might seem! It also goes over common mistakes which is super useful!

I mean this book is short. But efficient. It gives advices and a "Script". It's not really a script but it's a step by step process that you should do.I have to be honest. I have never cold called, but i know that in the future i will have to do it. Im young and this book gave me a glimpse of what i should be saying and why i should be saying. It all made incredible sense.Maybe i'm not the most credible reviewer of this book because i never used the advice in real life.

I think cold calling is one of the most underrated marketing techniques and Im happy for it. I get enough marketing calls as it is! But for any small business owner who wants to learnt the right way of making cold calls, if not for themselves, then for their employees, this is the right book. its quick, its straight forward and it hits the point like none other. And its very short so wont take up much of your time. Go ahead and read it.

An OK read.. But nothing new to most people..

Highly effective & to the point. If you want to improve your sales skills its must. Other book of same author Selling Essentials is also world class.