Getting Through: Cold Calling Techniques to Get Your Foot in the Door

By Stephan Schiffman

Book Overview

MAKE SURE YOUR FIRST CALL ISN'T YOUR LAST! Everyone in sales knows how to sell -- if they can get to the buyer. But in today's selling climate, the road between seller and buyer is frequently blocked... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0743520211
• ISBN13: 9780743520218
• Release Date: January 1999
• Publisher: Simon & Schuster Audio
• Weight: 0.25 lbs.
• Dimensions: 0.5" x 5.7" x 6.0"

Customer Reviews

It may seem simple, but it works!

I have seen some reviews that criticize Schiffman's techniques as being too simple and too sophomoric. I have to disagree. Just because a method is simple, doesn't make it null and void. Schiffman gives a sales person, who needs to have face-to-face meetings in order to sell product, very simple and repeatable procedures on how to set appointments and overcome objections to the appointment. After listening to the tape, you would think that you could come up with those steps on your own. But if you could, you wouldn't be surfing the internet looking for a book or tape.I have listened to Schiffman's tape so many times, I can repeat it myself. I have practiced and used his techniques, and they work. Plain and simple. I have not had anyone not take me seriously when I got the appointment. In addition, the "hang up during the voicemail" technique works like a champ.Don't listen to the guy who has to have a method developed by a PhD in order to validate it. Get the tape, listen to it, master the technique and just do it. My batting average went way up after I started using these techniques. My call back percentage increased too.

A must listen to for sales people

I've re-listened to this tape after having it for a few months and I've applied what Steve said. In just one week I was able to set 9 new appointments. Listen and just do it.

A must for anyone in the sales profession!

What makes and breaks sales people is their ability to effectively manage leads or prospecting activity. This brief educational tape is an absolute gem for creating successful and effective sales professionals.

A fantastic new way to look at cold calling!

Stephan Schiffman actually sounds like someone who makes cold calls, not just a sales trainer. This stuff is real world and can be put to use. Probably the only tape on the subject that addresses what cold calling is really all about, getting appointments. I listened to this tape three times the first day I received it, and I am going to use it as a training tape. Truly revolutionary!

Excellent "how to" instructions for anyone is direct sales.

The best instructional sales tape I have ever heard. Most sales tapes are motivational, "feel good" sesions with few practical applications. Stephan Schiffman gives you specific step by step instructions for setting an appointment. My cold call to appoinment ratio doubled.