Rights Contact Login For More Details
- Wiley
More About This Title Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, Second Edition
English
Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers 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 get a yes every time.
- Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling
- Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version
- Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies
Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.
English
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.
English
SECTION ONE The Smart Calling Concept 5
CHAPTER 1 Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer 7
SECTION TWO Pre-Call Planning 19
CHAPTER 2 Creating Your Possible Value Proposition 21
CHAPTER 3 Intelligence Gathering: Making Your Calls Smart 37
CHAPTER 4 Using Social Engineering to Gather Intelligence 57
CHAPTER 5 Setting Smart Call Objectives and Never Being Rejected Again 65
CHAPTER 6 More Smart Ideas for Prior to Your Call 73
SECTION THREE Creating and Placing the Smart Call 85
CHAPTER 7 How to Be Smart with Voice Mail 87
CHAPTER 8 Working with Screeners, Gatekeepers, and Assistants? 99
CHAPTER 9 Opening Statements: What to Avoid to Minimize Resistance 109
CHAPTER 10 Creating Interest with Your Smart Call Opening Statement 123
CHAPTER 11 Handling Early Resistance on Your Smart Calls 133
CHAPTER 12 Using Smart Questions 143
CHAPTER 13 The More Important Side of the Question: Listening 159
CHAPTER 14 Recommending the Next Step 165
CHAPTER 15 Getting Commitment for the Next Action 175
CHAPTER 16 Wrapping Up Calls and Setting Up the Next Action 185
SECTION FOUR Putting It All Together 195
CHAPTER 17 How to Sound Smart: Effective Telephone Communication 197
CHAPTER 18 Getting and Staying Motivated 203
CHAPTER 19 More Smart Calling Success Tips 215
CHAPTER 20 A Smart Call Case Study and Makeovers 221
ABOUT THE AUTHOR 233
INDEX 235
