Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, 2nd Edition

  • Published By:
  • ISBN-10: 1118637518
  • ISBN-13: 9781118637517
  • DDC: 658.872
  • Grade Level Range: 12th Grade +
  • 315 Pages | eBook
  • Original Copyright 2013 | Published/Released June 2014
  • This publication's content originally published in print form: 2013

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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/ethis 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.

Table of Contents

Front Cover.
Other Frontmatter.
Half Title Page.
Title Page.
Copyright Page.
1: Introduction.
2: The Smart Calling Concept.
3: Cold Calling Is Dumb, but Prospecting Is Necessary Smart Calling Is the Answer.
4: Pre-Call Planning.
5: Creating Your Possible Value Proposition.
6: Intelligence Gathering Making Your Calls Smart.
7: Using Social Engineering to Gather Intelligence.
8: Setting Smart Call Objectives and Never Being Rejected Again.
9: More Smart Ideas for Prior to Your Call.
10: Creating and Placing the Smart Call.
11: How to Be Smart with Voice Mail.
12: Working with Screeners, Gatekeepers, and Assistants?.
13: Opening Statements What to Avoid to Minimize Resistance.
14: Creating Interest with Your Smart Call Opening Statement.
15: Handling Early Resistance on Your Smart Calls.
16: Using Smart Questions.
17: The More Important Side of the Question Listening.
18: Recommending the Next Step.
19: Getting Commitment for the Next Action.
20: Wrapping up Calls and Setting up the Next Action.
21: Putting It all Together.
22: How to Sound Smart Effective Telephone Communication.
23: Getting and Staying Motivated.
24: More Smart Calling Success Tips.
25: A Smart Call Case Study and Makeovers.
About the Author.