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

by Art Sobczak

• ISBN13: 9780470619797
• ISBN10: 0470619791
• Format: eBook
• Copyright: 2010-03-01
• 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.

Table of Contents

Introduction

The Smart Calling Concept

Cold Calling Is Dumb, But Prospecting Is Necessary: Smart Calling Is the Answer

Pre-Call Planning

Creating Your Possible Value Proposition

Intelligence Gathering: Making Your Calls Smart

Using Social Engineering to Gather Intelligence

Setting Smart Call Objectives, and Never Being Rejected Again

More Smart Ideas for Prior to Your Call

Creating and Placing the Smart Call

How to Be Smart with Voice Mail

Working with Screeners, Gatekeepers, and Assistants?

Opening Statements: What to Avoid to Minimize Resistance

Creating Interest with Smart Call Opening Statements

Handling Early Resistance on Your Smart Calls

Using Smart Questions

The More Important Side of the Question: Listening

Recommending the Next Step

Getting Commitment for the Next Action

Wrapping Up Calls, and Setting up the Next Action

Putting It All Together

How to Sound Smart: Effective Telephone Communication

Getting and Staying Motivated

More Smart Calling Success Tips

Smart Calling Makeover Case Studies

Index

About Art Sobcsak

Table of Contents provided by Publisher. All Rights Reserved.