Cold Calling Techniques
Here's a summary of book reviews from Amazon.com about "Cold Calling Techniques That Really Works" by Stephan Schiffman.
You can buy this 192 page paperback from Amazon for U$9.95, or do what I did, borrow it from the library.
Here's what its readers said:
"This book is a BASIC easy to read text. I was able to read it in one evening. I strongly recommend this book for the sales consultant who needs to use the phone to set up face- to-face meetings."
"It is a bare-bones, very basic guide to using the telephone effectively to secure an in-person sales appointment. I can guarantee that anyone who does intend to get a face-to-face appointment and who thinks these techniques are too simple is overcomplicating their phone calls.
"The absolute best piece of information in the book is that you're not trying to sell anything over the phone other than a meeting. Nearly every salesperson I know tries to sell the customer on their product or company over the phone in order to secure an appointment, but I can say that my appointment rate is higher than any of those people as I use the simple approach that is outlined in this book.
"Common sense? Absolutely, most sales books are. The problem is that 9 out of 10 salespeople don't practice common sense, and Steven Schiffman's books help you to see that the sales process shouldn't be a hard and complicated process."
"I've been in business to business sales for a long time, and I've read many sales books by many authors (and every salesperson should do the same), and I think they're all good, if nothing more than to learn about other people's methods. However, I have gotten the most out of Steven Schiffman's techniques, and for me they have worked."
"Remember this is just a basic book -- don't buy if you're looking for excuses why your sales prospecting isn't working. Read the book. Try Stephan's easy to follow method. See your appointments increase."