- Audio CD
- Publisher: Brilliance Audio; Unabridged edition (28 January 2014)
- Language: English
- ISBN-10: 1480572276
- ISBN-13: 978-1480572270
- Product Dimensions: 12.7 x 1 x 14 cm
- Average Customer Review: 2 customer reviews
Cold Calling Techniques: That Really Work Audio CD – Audiobook, Unabridged, Import
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Most helpful customer reviews on Amazon.com
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.
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.
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 manner
The 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.