Cold Calling Techniques

Cold Calling Techniques: That Really Work

by Stephen Schiffman

This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Give yourself the edge with the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

Cold Calling Techniques was THE FIRST sales book recommended to me. I started a sales job and was shadowing one of the companies best reps - The guy was a stud. Looking around his desk, I saw this book. It had Post-it notes sticking out of it, the cover was all beat-up, and you know when you've opened and read a paperback book so many times that it never really closes anymore... it just stays fanned out? Yeah it looked like that.

I asked the rep about it and he told me it was his "sales bible". The one book he always goes back to get a baseline on his sales and why hes been so consistently successful. Like a rookie I asked if I could borrow it. Without missing a beat he say "no, don't be a rook and go buy your own".

So that's what I did, and now 6 years later Cold Calling Techniques has become my baseline. The book I always go back to. It's also become required reading for all of my new reps.

BK Takeaways

  • The number one reason businesses fail is... "lack of sales."

  • Obsession leads to success, but only with discipline.

  • You are a sales professional

  • Sales is broken up into thirds- 1/3 will fall into your lap, 1/3 is up for grabs, and 1/3 you'll never get

  • Your number one competitor is the status quo

  • Timing is everything

  • When you make a sale, you actually lose prospects

  • If you don't know the numbers, you're not going to be successful

  • Do you have a "No" quota? -Learn to count the "no" answers!

  • People respond in kind

  • Don't take abuse on the phone. There are always other people to call

  • Tell the truth

There is so much in this 131 page book that I could go on and on, but I'll leave you with this last one:

Success means being willing to act differently.

This book will give you more in 131 pages than some could in 3,000.

Today is going to be a good day, I have a feeling...


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#sales #Business #TheBKLounge

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