Cold Calling Techniques
by Stephen Schiffman
Reading Profile
Should I read this?
Practical, tactic-first manual from sales trainer Stephen Schiffman that hands you phone scripts, objection responses, and step-by-step calling routines meant for immediate use. The book favors repeatable wording and call rhythms over high-level sales theory, so it works best when you want words to say rather than strategy diagrams. Frustration comes from phone-era examples and a middle that restates templates at length, making parts feel mechanical. Expect to adapt phrasing for email or social outreach.
Read this if...
- •inside-sales rep at a B2B SaaS startup trying to hit a monthly quota by phone — provides ready openers, rebuttals, and call pacing you can memorize and test on live calls.
- •sales manager building an onboarding curriculum at a call center — a predictable set of scripts and routines to standardize training and run drills in team sessions.
- •early-stage founder doing direct outreach to validate demand — practical wording and quick objection replies to speed up cold outreach and get faster responses.
Skip this if...
- •annoying if you prefer multichannel outreach guidance or want detailed advice for email, LinkedIn, or content-driven prospecting — the focus is phone-centric.
- •you'll likely put it down when the author rehashes the same templates and aphorisms; the middle sections can feel repetitive and drill-heavy.
- •annoying if you dislike prescriptive scripting or feel uncomfortable with high-pressure sales techniques — the tone leans toward old-school, directive tactics.
The definitive guide to cold calling success!For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to fin...
Before You Buy
Reading Specifications
Difficulty:easy
Audience Fit
- inside-sales rep at a B2B SaaS startup trying to hit a monthly quota by phone — provides ready openers, rebuttals, and call pacing you can memorize and test on live calls.
- sales manager building an onboarding curriculum at a call center — a predictable set of scripts and routines to standardize training and run drills in team sessions.
- early-stage founder doing direct outreach to validate demand — practical wording and quick objection replies to speed up cold outreach and get faster responses.
- annoying if you prefer multichannel outreach guidance or want detailed advice for email, LinkedIn, or content-driven prospecting — the focus is phone-centric.
- you'll likely put it down when the author rehashes the same templates and aphorisms; the middle sections can feel repetitive and drill-heavy.
- annoying if you dislike prescriptive scripting or feel uncomfortable with high-pressure sales techniques — the tone leans toward old-school, directive tactics.
Check formats, pricing, and availability options for Kindle, physical print, or audiobooks directly.
View available editions on AmazonKey themes
Why recommended
Recommended by 2 sources and appears in Most Recommended Books, Business, and Nonfiction.
Recommended by notable people
People and public figures who have recommended this book.
Recommendation Signals
Recommendation proof is sourced from public posts, interviews, reading lists, and cited references.
Mark Cuban
“This is a book that every CEO needs to read. If you can't sell, you can't survive. If you can sellif you can figure out how to open doors and make your customers happyyou not only will always be able to eat and put a roof over your head but also thrive in any corporate or entrepreneurial environment.”
Appears In
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How recommendation signals are reviewed
Each recommendation is collected from a public source — interviews, articles, or curated lists — and linked to its original URL. Books with many verifiable recommendations from respected people rank higher.