Cold Calling Techniques: That Really Work
Follow the advice of Stephan Schiffman—America's #1 Corproate Sales Trainer—and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.\ This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and...
Search in google:
Follow the advice of Stephan Schiffman- America's #1 Corporate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. The anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business. Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.About the Author:Stephan Schiffman is president of D.E.I. Franchise Systems, Inc.
Acknowledgments ixPreface to the 20th Anniversary Edition xiIntroduction xiiiCold Calling Is Essential 1By the Numbers 9Where to Look for Leads 25Cold Call Mechanics 32Using Cell Phones 52Turning Around Common Responses 33The Ledge 65Mastering Third-Party and Referral Calls 75Leaving Messages That Get Results 86More on Voice Mail 102E-Mail Tactics 104Follow-Up Calls 108The Four-Step Sales Process 115The Principles of Sales Success 122Sample Scripts 132Index 137
