Cold Calling Techniques: (That Really Work!)

Rating:
Summary: Good Stuff, But Falls Short
Review: Yes, this book is simple. I think that is the best thing about Mr. Schiffman's approach. As salespeople, we are often subjected to a barrage of sneaky techniques, and it was refreshing to be exposed to this bare-bones style that is straight-forward and results-oriented. I especially enjoyed the idea that the goal of each step in the sales process is to progress into the next. Mr. Schiffman begins by telling us that selling is a numbers game...and how right he is. His no-nonsense declaration of this fact early on should be enough to let even the most inexperienced salesperson know that the rejection we face is not personal, it's the law of averages. As for his supposed omission of a section on "calling fear"...if you are afraid to pick up a telphone, you may be in the wrong business. My one criticism of this book, however, is that Mr. Schiffman assumes we are able to automatically gain access to decision-makers. As any experienced salesperson will tell you, this may be the single biggest obstacle in cold calling, especially for beginners. His unwillingness to properly address this issue is what keeps this book from being truly great.

Rating:
Summary: Sophomoric
Review: You would have to be peddling a product that cost less than a 100.00 bucks to use this approach. I am not sure I would place much confidence in a review from W.V. There are far better books on the market than this book. Schiffman churns these books out to make a buck not much value to the buyer.