Recommended by: WiseSuit Staff

The 20^th edition of Cold Calling Techniques (that Really Work!) is now available. It promises to deliver not only what every new sales person needs in their day-to-day life, but what a sales person needs to move to the next level. The book includes these chapters:

Cold Calling is Essential, By the Numbers, Where to Look for Leads, Cold Call Mechanics, Using Cell Phones, Turning Around Common Responses, The Ledge, Mastering Third-Party and Referral Calls, Leaving Messages that Get Results, More on Voice Mail, E-Mail Tactics, Follow-up Calls, The Four-Step Sales Process, and The Principles of Sales Success.

The book also includes sample scripts.

Chapter 1 begins by sharing an anecdote by a famous Harvard Business School professor:

"A famous Harvard Business School professor once asked his students to name the number on reason that businesses do not succeed. He got all kinds of answers, ranging from bad management and bad programs to bad products, poor concepts and lack of capital. After reading all their answers he stood before his class and told them that the number one reason business fails is... ‘lack of sales.' "

The book reveals that your number one competitor is the "status quo." The status quo is what people are doing right now. After all, if people weren't happy with how things were, they'd be calling you.

The author also points out that you're already going to get one-third of your sales, one-third you will never get, and the last third is up for grabs-that's where you focus.

This book is helpful to the newbie sales rep and the experienced sales rep.

About the Author:

Steve Schiffman founded D.E.I. Management Group in 1979. Steve Schiffman has lead his company to become one of the nation's fastest growing sales training companies. He is a Certified Management Consultant, and the company has trained over 500,000 professionals to become more successful through motivational seminars, workshops, and lectures.

All 18 of his best-selling books appear in bookstores all around the world. Recently, Steve published a 4th edition of Cold Calling Techniques (That Really Work!) and he completed the '25 Sales' trilogy book series with The 25 Sales Strategies (That Will Boost Your Sales Today!) .

Category:  Sales