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Cold Calling Techniques
Book

Cold Calling Techniques

That Really Work!

Stephan Schiffman
Adams Media, 1999

Read offline

Editorial Rating

9

Qualities

  • Innovative
  • Applicable

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."

Take-Aways

  • A salesman’s biggest job is overcoming his prospects’ status quo.
  • Your results with the one third of your prospective customers will determine your success in sales.
  • Prospecting for new potential customers is the most important task in sales.

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.

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