If you are involved in phone sales and success depends on setting up meetings with the cold market, there simply is not a better book that I am aware of than Cold Calling Techniques. I rate this book a full five stars solely on the approach given in the section "The Ledge" as this section alone has increased my ability to arrange meetings via the cold market by multitudes.

Schiffman discusses the most effective manner to set appointments amid any objection. It had never occurred to me (and I have been in sales a very long time) that any objection could be used as a reason to "get together". The examples in this book on setting appointments are so profound you will finish the book believing you can set an appointment under almost any circumstances with any style of objection.

Among his books on phone sales, Schiffman is known for his softer more sincere methodology (although very effective). Schiffman's approach is refreshing in that he is not focused entirely on the psychological warfare aspect of winning clients over; he directs most of his focus on the uncomplicated factors that make prospects more willing to accept your meeting or calls. Even if you do not set meetings in your profession, understanding the psychology of Schiffman approach is a benefit anyone in sales should not pass up, and thus I cannot recommend this book highly enough to sales professionals.

If you've read one sales book you've read them all. This one is no worse, nor any better than the rest.

Cold Calling Techniques: (That Really Work!) is not just for tele-marketers. It is a must read for all salesman. Setting an appointment is the basic skill for success for any salesman. This book breaks down the process in easy to understand chapters that can be read in a single seating. At the end of each chapter is an action item or to do. By the end of the book you have a customized plan that is specific to the reader. One of the best sales books ever!

This book is fantastic and relevant to any and all sales professionals. The concepts are clear and easy to inpliment in anyone's current daily activities. I have recommended it to other professionals such as Mortgage Brokers and Realestate Sales professionals I know.

If you want to take your sales to the next level or you're just starting in the field; this book is a must!

Selling in Florida