marketing and sales

I have read all of the "sales 101" books, Zig Ziglar, Tom Hopkins, even Hurb Cohen's "you can negotiate anything" and I feel from my personal experience that this book not only gives you the tools to become more sucessful, but gives you the confidence in yourself to "get back on track". I sell ATM machines to business owners, and have recently moved into a new town with new prospects, requiring me to get back in "the field" to knock on some doors. This book helped me get over the uncomfortable feeling of cold calling, and put everything into prospective. It also helped me remember the basic elements of the sale. This guy is great, and I just bought the follow up book, CLOSING TECHNIQUES that is equally helpful-I just wanted to pass on the info, sales can be tough, this just makes it simple, as well as more rewarding!

Stephan Schiffman Cold Calling Techniques Really DO Work!
This is a must read no-nonsense book thats right on target.

Shiffman gets you to focus on the most important part of The
Selling Process, PROSPECTING! Because the key to successful selling has to be getting appointments,finding people and telling them what you do.

Shciffman, gives you the A=P=S Formula that's more important to successful salespeople than any other. in other words Appointments give you Prospects give you Sales. IF you have no new Appointments today, what's your chance of getting a new Prospect? It's nonexistent. If you have no new Prospects, What's your chance of making a sale? That,too,is nonexistent.

The real questions are,how many Appointments do you need to generate one real Prospect?
How many dials on the telephone does it take to get those appointment?
If you don't know those numbers, how can you know whether your sales approach is working?
All these questions are answered in the second chapter.

So, if you don't have this book, what are you waiting for?
Crawl,run,leap and buy this one!

"A CLASSIC IN THE MAKING'

This was my first book on the subject of cold calling, and I admit I still am not as well read on the topic as some of the other reviewers may be. The book does boil cold calling down to a very basic and straighforward level, which may offend some who want to believe that in order for a strategy to work it has to be complex. Personally, I think there's enough innate complexity in life, we should not look for strategies that incorporate it as well.

The techniques are straightforward, and contrary to what Bob from New York will tell you, the author does not advocate gimmicks, in fact he admonishes the reader not to use them. This book should be read and considered by anyone interested in cold calling.

w f depp