9781598691481

Follow the advice of Stephan Schiffman- America's #1 Corporate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

Stephan Schiffman is president of D.E.I. Franchise Systems, Inc.

Acknowledgments	p. ix
Preface to the 20th Anniversary Edition	p. xi
Introduction	p. xiii
Cold Calling Is Essential	p. 1
By the Numbers	p. 9
Where to Look for Leads	p. 25
Cold Call Mechanics	p. 32
Using Cell Phones	p. 52
Turning Around Common Responses	p. 33
The Ledge	p. 65
Mastering Third-Party and Referral Calls	p. 75
Leaving Messages That Get Results	p. 86
More on Voice Mail	p. 102
E-Mail Tactics	p. 104
Follow-Up Calls	p. 108
The Four-Step Sales Process	p. 115
The Principles of Sales Success	p. 122
Sample Scripts	p. 132
Index	p. 137
Table of Contents provided by Ingram. All Rights Reserved.

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Cold Calling Techniques: 20th Anniversary Edition: That Really Work

Cold Calling Techniques: 20th Anniversary Edition: That Really Work

1598691481

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