Summary of Cold Calling Techniques

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Rating

9 Overall

10 Applicability

9 Innovation

8 Style


Recommendation

Like most small companies, getAbstract.com relies on our sales force to stay in business, and our sales force relies on Stephan Schiffman. His sales advice is simple, applicable and, above all else, effective. His work is full of tips that help you get better results. If you think that you don’t need another book on sales, getAbstract.com would reply with a classic Schiffman: "You know, a lot of other people told me the same thing before they had the chance to see how this Abstract could help them increase sales."

In this summary, you will learn

  • How to improve your results as a salesperson;
  • Why managing prospects and setting appointments are the most important elements of sales, and
  • Specific techniques to increase the number of appointments and sales that you generate from cold calling.
 

About the Author

Stephan Schiffman has trained salespeople at AT&T Information Systems, Chemical Bank, Motorola, and many other companies. He has trained some 350,000 salespeople nationwide. President of DEI Management Group, he also is the author of Closing Techniques (That Really Work!), The 25 Habits of Highly Successful Salespeople, and several other volumes on sales.

 

Summary

Name The Enemy
As a salesman making cold calls, you face a powerful foe: the status quo. This is your true enemy - the attitude of most customers that they are perfectly happy with what they already have. It’s not a surprise that most people think this way; if they didn’t think that they...

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