Smart Calling : Eliminate the Fear, Failure, and Rejection from Cold Calling

by Sobczak, Art

• ISBN13: 9780470567029
• ISBN10: 0470567023
• Edition: 1st
• Format: Hardcover
• Copyright: 2010-03-29
• Publisher: Wiley

Summary

Praise for SMART CALLING: "Finally, a sales book that makes sense! As a master sales trainer, Art nailed-no, obliterated-the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"-LARRY WINGET, television personality and New York Times bestselling author. "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."-REX CASWELL, PhD, VP, LexisNexis Telephone Sales. "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."-BOB SILVY, VP, Corporate Marketing, American City Business Journals. "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority-acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."-BILL McALISTER, SVP, Inside Sales, McAfee. "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."-MIKE FAITH, CEO & President, Headsets.com, Inc ."If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."-DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International.

Author Biography

Art Sobczak is President of Business By Phone Inc., which specializes in helping salespeople maximize their positive results when using the phone as part of their sales process. As an internationally known speaker and trainer, he has delivered over 1,200 training programs and workshops over the past twenty-six years to large and small companies, associations, and at his two-day public seminars. Art has been a member of the National Speakers Association for over twenty years and has been a presenter at their national conferences and regional workshops.
Visit Art online at www.BusinessByPhone.com and find the latest Smart Calling tips at www.Smart-Calling.com

Table of Contents

Introduction	p. 1
The Smart Calling Concept
Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer	p. 7
Pre-Call Planning
Creating Your Possible Value Proposition	p. 21
Intelligence Gathering: Making Your Calls Smart	p. 38
Using Social Engineering to Gather Intelligence	p. 55
Setting Smart Call Objectives and Never Being Rejected Again	p. 63
More Smart Ideas for Prior to Your Call	p. 72
Creating and Placing the Smart Call
How to Be Smart with Voice Mail	p. 85
Working with Screeners, Gatekeepers, and Assistants?	p. 98
Opening Statements: What to Avoid to Minimize Resistance	p. 108
Creating Interest with Your Smart Call Opening Statement	p. 122
Handling Early Resistance on Your Smart Calls	p. 132
Using Smart Questions	p. 142
The More Important Side of the Question: Listening	p. 158
Recommending the Next Step	p. 165
Getting Commitment for the Next Action	p. 175
Wrapping Up Calls, and Setting Up the Next Action	p. 186
Putting It All Together
How to Sound Smart: Effective Telephone Communication	p. 199
Getting and Staying Motivated	p. 205
More Smart Calling Success Tips	p. 218
Smart Call Makeovers and Case Studies	p. 224
Index	p. 231
About Art Sobczak	p. 241
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