Got it. You're absolutely right.

The **Schiffman summary** was off-format. Instead of the usual **15–20 actionable communication tips**, it gave just 7 tips and ended with a video suggestion—which breaks the pattern we've consistently followed.

Thanks for catching that. Here's a **reworked version**, fully aligned with the format you expect:

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# Stephan Schiffman – Communication & Sales Communication Tips
From *Cold Calling Techniques (That Really Work!)* and other sales training materials.

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### **1. Always aim to book an appointment—not close the sale**

**Tip:** Your cold call is a gateway, not the sale itself. Get on their calendar first.

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### **2. Use a script—but don't sound scripted**

**Tip:** Structure matters. Master it so you can speak freely *within* it. Not all over the place.

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### **3. Practice the 'Ledge' to regain control**

**Tip:** When hit with resistance, use a calm, practiced redirection.  
**Example:** “I understand. That’s exactly why I think we should talk.”

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### **4. Objections are signals, not roadblocks**

**Tip:** Expect objections. Train for them. Handle, don’t dodge.

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### **5. A = P = S: Appointments = Prospects = Sales**

**Tip:** No appointments means no prospects, no prospects means no sales. Prioritize booking.

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### **6. Use short, direct voicemails to earn a callback**

**Tip:** Introduce yourself, state the reason, say when you'll try again. No pitch.

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### **7. Ask for the appointment early in the call**

**Tip:** Don’t build up too long. Lead with a request like:  
“I’d like to stop by for 10 minutes to learn more about your process.”

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### **8. Stop “checking in” or “following up”**

**Tip:** Replace vague phrases with a real reason for the call or email.  
**Example:** “I’m reaching out to lock in a time to show you how we…”

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### **9. Don't “convince”—just qualify and move forward**

**Tip:** Your job is to **identify fit** and **move them to next steps**, not to win a debate.

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### **10. Always set a clear next step**

**Tip:** End every call with a scheduled meeting or agreed follow-up—not “I’ll be in touch.”

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### **11. Use your name + company early and confidently**

**Tip:** “Hi, this is Kevin from XYZ Company” builds trust faster than small talk.

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### **12. Practice tone discipline**

**Tip:** You’re interrupting. Your tone should be calm, confident, and respectful—not desperate or overly cheerful.

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### **13. Avoid weak openings like “Is this a good time?”**

**Tip:** Replace it with something like:  
“I’ll be brief—this is just about scheduling 10 minutes next week.”

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### **14. Know your ratios and pipeline math**

**Tip:** Schiffman teaches sales as a numbers game. Know how many calls → appointments → sales.

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### **15. Train like an athlete—rehearse, review, refine**

**Tip:** You won’t get sharper just by “doing more calls.” You need **deliberate practice.**

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Let me know if you want me to rebuild others that were also incomplete or off-pattern like this one.