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

by Sobczak, Art

• ISBN13: 9781118588710
• ISBN10: 1118588711
• Edition: 2nd
• Format: Hardcover
• Copyright: 2013-04-08
• Publisher: Wiley

Summary

Cold calling is not only the potentially fastest and most profitable way to initiate a new sales contact and build business; it's also one of the most dreaded tasks a salesperson could perform and hated by most recipients. The solution is Art Sobczak's proven, never-experience-rejection-again system, Smart Calling, 2/e…this time with even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and gain "yes" results every time. The updated information will reflect changes and advances in the information-gathering that comprises the "Smart" part of the calling. In addition, to further enhance the value and credibility of the book, it includes more actual examples and success stories from readers and users of the first version.

Author Biography

Art Sobczak is President of Business By Phone Inc., specializing 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 1,500 training programs and workshops over the past thirty years to companies large and small, associations, and at his two-day public seminars. He has been a member of the National Speakers Association for over twenty years and is a regular presenter at their national conferences and regional workshops.

Table of Contents

Introduction

SECTION ONE: The Smart Calling Concept

Chapter 1: Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer

SECTION TWO: Pre-Call Planning

Chapter 2: Creating Your Possible Value Proposition

Chapter 3: Intelligence Gathering: Making Your Calls Smart

Chapter 4: Using Social Engineering To Gather Intelligence

Chapter 5: Setting Smart Call Objectives and Never Being Rejected Again

Chapter 6: MORE SMART IDEAS FOR PRIOR TO YOUR CALL

SECTION THREE: Creating And Placing The Smart Call

Chapter 7: How To Be Smart With Voice Mail

Chapter 8: Working With Screeners, Gatekeepers, And Assistants?

Chapter 9: Opening Statements: What To Avoid To Minimize Resistance

Chapter 10: Creating Interest With Your Smart Call Opening Statement

Chapter 11: Handling Early Resistance On Your Smart Calls

Chapter 12: Using Smart Questions

Chapter 13: The More Important Side Of The Question: Listening

Chapter 14: Recommending the Next Step

Chapter 15: Getting Commitment For The Next Action

Chapter 16: Wrapping Up Calls, And Setting Up The Next Action

SECTION FOUR: Putting It All Together

Chapter 17: How To Sound Smart: Effective Telephone Communication

Chapter 18: Getting and Staying Motivated

Chapter 19: More Smart Calling Success Tips

Chapter 20: A Smart Call   Case Study, and Makeovers

About the Author