Rating: 
Summary: Overly Simplistic
Review: After seeing this book for sale in Kinko's all over the US, I decided to read it - for free in the bookstore. I am glad that I didn't purchase it as it is far too simplistic. It does address the need for cold calling in a business-to-business sense and not for consumer telemarketing. However, it discusses basic concepts such as the probability of meeting, which leads to probability of sale. There is no discussion on the specifics of getting around gatekeepers (other than calling at odd times) or aggressive techniques such as using ("I'm going to be in the area"). Moreover, it doesn't address issues such as the nuances of dealing with senior level executives on the phone.It is not clear who could use this book as anyone who is calling should understand the basics. If you have never had to cold call, this might be for you.
Rating: 
Summary: Keep it Simple!
Review: As a financial consultant this market is difficult enough. Get motivated again! If you need to be out there and be visible, Schiffman will show you how and it's frightning how easy it actually is.
Rating:
Summary: Must Buy book for a Sales Person!
Review: As a sales person cold calling has been the part of every day routine. I am sure like me there would be lots of other people who really hate cold calling!
But believe me this book is really amazing. Not only you develop an edge over the other people but your over all personality of a sales man really comes further.
Frankly speaking, if you can do one good thing to improve your Sales Figures for the next months to come. Do it, buy this book right now!
Rating:
Summary: Very helpful! A must for your library!
Review: Easy to read sale book! I finished this book in 1 day! Shiffman gets to the heart of the cold calling techniques. He gives you easy to follow scripts and ideas to improve your skills or develop new skills. If you follow his program, it will work!
Rating: 
Summary: Great Little Book... For Certain Professionals
Review: First, let's make clear that this book is about how to conduct cold calls to set up appointments. It isn't about how to sell a product over the phone. Therefore, it'll only help you if you sell "big ticket" items such as consulting, computer systems, financial services, or other similar products or services. If you sell magazine subscriptions, or the new and improved X5 Widget Plus, you're out of luck. Next, the book is slightly repetative and could have been easily condensed into a 2,000-3,500 word article. However, that doesn't mean that it isn't a very powerful and productive system. In fact, the system Mr. Schiffman spells out is terrific. Management consultants have been using this system for years (although most of us haven't realized it) with dramatic effect. Despite the corny cover design and relatively poor editing, I highly recommend this book for any professional looking for a system to increase sales appointments. Overall grade: A-A+.
Rating:
Summary: EXCELLENT!
Review: I am a new business owner and seasoned consultant, however I knew nothing about the sales process or cold calling. I have spent hundreds of dollars or Marketing and Sales books but none have helped me as much as this has. I feel confident and I now know what to do in order to consistently increase my bottom line. Excellent! I have recommended this book to every small business in my circle. Thank you.
Rating:
Summary: Excellent for business to business sales
Review: I am aware of the reviews here that say that this book is very basic, and that's true, but that's what Steven Schiffman intended, and that's the beauty of it. It is a bare-bones, very basic guide to using the telephone effectively to secure an in-person sales appointment. I have to think that the negative reviews may be mostly from people who do phone sales, where the techniques in this book would not apply, and in which case they should purchase Steven Schiffman's telemarketing book instead (I think that perhaps the 'Cold Calling' title may mislead people to think the book is about how to make telephone sales, which it isn't). 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 are not trying to sell anything over the phone other than a meeting. Nearly every salesperson I know tries to sell the customer on thier 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 when using 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 more about other people's methods. However, I've gotten the most out of Steven Schiffman's techniques, and for me they have worked. If you do enjoy this book, or Steven Schiffman as an author, check out Brian Tracy also. He has a similar, easy to read style of writing as well.
Rating:
Summary: Unbelievable results!!!
Review: I bought this book about 2 weeks ago. I've been using the cold-calling script for about that long, and the VM script for a week. Out of the 10 opportunities I've had to speak w/my target VP, I've gotten 4 phone appointments. (I'm in telesales.) My callback ratio to messages left is right at 50%! Since I've been using these techniques, I've uncovered 3 opportunities that I've added to my pipeline. Although I've added my own little tweaks to the scripts, I'm using the exact format talked about in the book. I've been in software sales since '98 and have used various scripts including the ones taught by Bosworth in "Solution Selling" and in Art Sobczak's telesales books. (I've blended parts of Bosworth's script w/Schiffman's.) I'm not a schill for Schiffman's books (this is the first one I've ever read by him), but just a sales guy trying to make a living like any of you. In the short time I've been using these techniques, I've achieved such an enormous return on the price I paid. I've never been this successful in getting appointments and returned phone calls. So far, this has been the Holy Grail of getting prospects to talk with me as someone who HAS dealt w/VPs like them and understands their pain. Obviously, I HIGHLY recommend this book.
Rating: 
Summary: Did anyone edit this?
Review: I feel that the essence of Mr. Schiffman's message is legitimate; simplicity and honesty will get you farther than a gimmicky approach. I simply have a hard time accepting the advice presented while wading through the typos, remedial language, and redundancy. As a sales person who speaks of professionalism, I would think that Mr. Schiffman would be more tenacious about ensuring the perfection of his product. ....
Rating:
Summary: Only creative salepeople should read this book
Review: I have been in sales for the past 13 years, and have been using Schiffman's techniques for now four years, and let me tell you, I am making at least two new appointments a day, and the decision makers that I reach are taking me seriously.
It is what it is, not hard to understand, easy to read and a book for all kinds of sellers.
If you want to be just like the regular Jo nobody salesman, please don't buy and do not read this book. However, should you want to create immediate effect,be different, and be taken seriously, this is the book you will need.
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