Cold Calling Techniques - That Really Work

If you’ve got ten minutes a day, you can make a telesales breakthrough!

By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman’s Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.

Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance.

• Master the five ways you can increase your income
• Track your numbers . . . and use them to your advantage
• Evaluate your performance effectively . . . so you hit your own goals
• Gain control of the call
• Leave effective phone messages
• Use "how" and "why" questions to your advantage
• Learn what’s going on in the prospect’s world
• Understand the four types of negative responses . . . and find out how to get past each one
• Turn small adjustments in your performance into large income gains

By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you can’t afford not to have these tools in your sales arsenal!

-- Joe Girard

In his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school -- instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. He insists that by building on basic principles of trust and hard work, anyone can do what he did.

This bestselling classic has helped millions of readers meet their goals -- and you will too. Joe will show you how to make the final sale every time, using the techniques he has perfected in his record career. You too can:

TURN ONE SALE INTO 250 MORE

CREATE A WINNING GAME PLAN FROM LOSING SALES

KNOW THE FIVE WAYS TO TURN A PROSPECT INTO A BUYER

MOVE PAST THE CUSTOMER'S LAST HURDLE TO CLOSE THE SALE

SELL AT A LOSS AND MAKE A FURTUNE

"Steve's techniques are practical, relevant, and easy to apply. Read this book and put his ideas to use."
-Andrea Becker-Arnold, Director, Corporate Sales Training, U.S. Healthcare

Now you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman's advice and watch your performance soar. Schiffman lets you in on the industry's best-kept secrets.

Learn how to:

• Convert leads to sales
• Motivate yourself and motivate others
• Give killer presentations
• Keep your sense of humor

• New examples using the latest advances in sales presentation technology
• Up-to-date cases of these successful habits in action
• Five bonus habits showing readers how to overcome mistakes, set sales timetables, and reexamine processes to shore up weaknesses

Stephen Schiffman has trained more than a half-million salespeople at firms such as AT&T, Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is president of D.E.I. Management Group and the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).Do you put off until tomorrow what you should do today? Until next week? Until next month? Forever?

Don't worry. Help is here.

In this quick and practical guide, time management expert Jeff Davidson offers a plan to overcome procrastinators' syndrome once and for all!

Davidson shows you how to:

• Use the computer as a tool to get motivated
• Minimize office distractions like noise and co-workers
• Take on the hard stuff first
• Break through blockage and complete your to-do list

"Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author

"Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales

"You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals

"Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee

"A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc.

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: