Cold Calling Techniques (That Really Work!)

I enjoyed reading the book as many time as I need a reminder, or to learn new things because it is full of great information that at times, it requires me to stop, practice, and then go back to the book for more. I will say it is a must have for a sales person, but also for any negotiator, or any person in business in general. This is a great book specially for team leaders looking to improve coaching strategies. Everything in the book has proven effective for me.

As a writer of books on selling, I want to keep current on what my fellow sales authors are doing. I read the first edition of this book in 1990, and was impressed then. This new edition came out, and I had to read it.First, the author really uses these methods in his own business. That sets him apart from many other sales authors.If you want to sell over the phone, this isn't the book for you. But if you set appointments, to make in person sales presentation...this is it. This edition is a completely rewritten version of the earlier editions. He covers cell phone use, e-mailing, and other technologies.But the real gold is in the simple approach. I won't spoil it here, but it cuts through tons of theory, and just tells you what works, in setting appointments.And the section on answering objections to an appointment, made me laugh out loud. Not because it was funny, but because the answer was so obvious, and I never thought of it. This book has the single best answer for every stall given by a prospect, that I've ever heard.I've been selling and cold calling for thirty years. Seldom does a sales book teach me anything new of substance. This one did. Because of this book, I changed my approach to cold calling. And the approach I had been using had been working just fine. You'll get techniques in this book that I've never seen in print.If you have any of the earlier editions, you know that the author knows his stuff. You still need to get THIS edition. It's a whole new game.

I like this book. It spoke to me as a mentor would without beating around the bush like most books in this genre.Simple and straight forward.

I have been working in sales and cold calling for about 5 years now. While things are slow during the pandemic I wanted to pick up a few books to help keep me sharp during all this. My plan was to read the book over a course of a week, divide it up equally between days and knock it out. Stephan has such a good writing style and has it so packed with good information I was not able to put it down on day one and read Half the book in an afternoon. It provides a lot of helpful information, even for those of us that aren't brand new to sales. But also is written in a way that keeps you interested. It's not just a wall of boring text, or him talking about how great of a sales guy he is and thats why you should listen to him. Its actual, practical, useful information. I would highly recommend this to anyone from a beginner to experienced.

Excellent content, straight to the point and not overly wordy but has clear examples that are relatable and realistic. Highly recommend this book and it’s much more than JUST cold calling, this is an excellent sales book.

I probably will have to read this book again but I guess that’s a good thing because I apparently think what the author has is beneficial

Schiffman really nails it in this volume. I've recommended it MANY times, and probably given away at least 30 copies over the years. Not overly wordy, but you can 'hear' the passion for his craft in every line. The one thing that helped me the most was learning how to build a 'verbal bridge' as he called it. Even if you're not in sales, but just want to hone your verbal and communication skills, you'll find it a valuable reference. If you have trouble introducing yourself, or beginning a dialogue with a potential client - this is the book for you!

Bar none the best Cold Calling/Sales training book available. Simple, timeless. I learned to sell (outside sales - 50 dials in the morning/50 doors in the afternoon) successfully based on Steve's training. Perhaps his first Edition! This was in the late 1990's! I recently bought this book again. I have trained countless sales reps successfully according to Steve's simple principles clearly spelled out in these pages of a very easy-to-read training manual. No matter how experienced you are you need to own this book and apply it. If you have the product knowledge and the motivation to do the work this is the only thing missing from your success. Thank you Steve for my success!

As a young student with almost no experience in selling, this book taught me a lot.It teaches by examples, for example "If X said Y, you can then say 'Z'". This makes learning and understanding the content very easy.I'd send this book as a gift to almost anyone aged 15 or above. As Schiffman states, selling is a part of everyone's life - regardless of where it happens.

Wasn’t that impressed, Sleazy American cliche stuff and the guy spends more time referencing himself than on techniques. No one in the UK would buy a thing from you if you tried this stuff** review is on the book - seller was good

As someone totally new to sales and prospecting - this is the best book I've picked (and I've read quite a few). It is short - thank you so much for keeping it to the point and not filling it in with water just to make it thicker.It is almost like a manual, if they say this - you say that, but it explains the WHY behind it so it is easy to adapt to specific situation.I highly recommend this book.

Great book

Full of practical tips and solutions! I found it very helpful! I think even an experienced sales person can learn a lot from it.