Cold Calling Techniques (That Really Work!) By Stephen Schiffman 7th Edition. Using Sales Scripts
Should you use a script when cold calling?
Books by Stephen Schiffman;
The 25 Sales Habits of Highly Successful Salespeople
Closing Techniques (That Really Work!)
25 Toughest Sales Objections-and How to Overcome Them
The 250 Sales Questions To Close The Deal
Cold Calling Techniques (That Really Work!), 7th Edition by Schiffman, Stephen
As a writer of books on selling, I want to keep current on what my fellow sales authors are doing. I read the first edition of this book in 1990, and was impressed then. This new edition came out, and I had to read it.
First, the author really uses these methods in his own business. That sets him apart from many other sales authors.
If you want to sell over the phone, this isn't the book for you. But if you set appointments, to make in person sales presentation...this is it. This edition is a completely rewritten version of the earlier editions. He covers cell phone use, e-mailing, and other technologies.
But the real gold is in the simple approach. I won't spoil it here, but it cuts through tons of theory, and just tells you what works, in setting appointments.
And the section on answering objections to an appointment, made me laugh out loud. Not because it was funny, but because the answer was so obvious, and I never thought of it. This book has the single best answer for every stall given by a prospect, that I've ever heard.
I've been selling and cold calling for thirty years. Seldom does a sales book teach me anything new of substance. This one did. Because of this book, I changed my approach to cold calling. And the approach I had been using had been working just fine. You'll get techniques in this book that I've never seen in print.
If you have any of the earlier editions, you know that the author knows his stuff. You still need to get THIS edition. It's a whole new game.
Claude’s Books;
One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call https://amzn.to/3Ack5f4
Sales Prospecting: The Ultimate Guide To Referral Prospecting, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call https://amzn.to/3u21EpO
Selling Essentials: Your First 90 Days In Selling https://amzn.to/3OqKxpK
Selling Local Advertising: The Best Kept Insider Secrets To Create Local Advertising Sales, FAST! https://amzn.to/3NnAUa7
Instant Sales Boost Podcast Website https://www.instantsalesboost.com/
Claude Whitacre has over 40 years of direct sales experience. In that time, he has trained hundreds of salespeople He is the author of six books on the subject of selling, as well as hundreds of articles. He has spoken to over 200 audiences across the US on how to how to find highly likely prospects and closing in one sales call.
Retiring in 2022 from actively selling, Claude wanted to give back to the sales and marketing fields by teaching the strategies and techniques that have proven so effective in his own selling.
One of the many strategies and practices Claude implemented over the decades is working with over 200 top salespeople on real sales appointments, in 71 different industries. He would work with them for a day, prospecting and going on sales appointments, with them. Then they would work with him in the field for a day. Eventually, Claude determined that about 98% of everything he used in his own selling was actually learned from top salespeople outside of his own core industry.
To pay forward what Claude has learned, he wanted to give salespeople the opportunity to benefit from what he did....learn from the best salespeople, experts, sales authors, and trainers from all over the country.
This podcast is that effort.
Claude has videos and articles on the following subjects.
Sales prospecting, cold calling, referral prospecting, social selling, referral selling, sales prospecting training, referral prospecting training, sales prospecting techniques, how to get the best referrals, how to cold call strategically, best cold calling techniques, sales training, best closing techniques, answering sales objections, and one call closing.