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Prospecting and messaging · Article · Capture 2017

Cold calling techniques that really work by stephan schiffman

From The Accidental Salesman’s historic collection. The original source is preserved in the Internet Archive; the practice notes below are contemporary editorial guidance, not a reproduction of the original.

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Whiteboard sketch connecting listening, diagnosis, value, trust and commitment
Listening, diagnosis, value, trust, commitment.

Editorial practice note

A question worth asking

Why would this particular prospect welcome a conversation with you?

A small experiment

Test one specific opening with a small, relevant group. Compare meaningful replies and meetings, not just activity volume.

Treat this as a test, not a proven result. Note the context, what you changed and what happened.

Explore this stage of selling →

Related reading

10 questions to answer before you start writing your own business book →5 things to do before outsourcing your telemarketing →7 habits for highly effective cold calling →
Source record

Original address: http://theaccidentalsalesman.com/articles/cold-calling-techniques-that-really-work-by-stephan-schiffman

Capture: 20170501183041. Index recovered 13 October 2026. Some titles are derived from the historic address. Original copyright remains with its rights holders.