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

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Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling (eBook) Pub. Date: 3/4/2010 Publisher: Wiley, John & Sons, Incorporated
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Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling Pub. Date: 3/29/2010 Publisher: Wiley, John & Sons, Incorporated

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Overview

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

Product Details

ISBN-13: 9780470567029
Publisher: Wiley, John & Sons, Incorporated
Publication date: 3/29/2010
Edition number: 1
Pages: 256
Sales rank: 100,596
Product dimensions: 6.20 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

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

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 Smart Call Opening Statements.

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 Smart Calling Makeover Case Studies.

Index.

About Art Sobcsak.

Customer Reviews

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Gymbeaux

Posted May 3, 2010

Best Book On The Use Of Telephone For Prospecting

Smart Calls may be the best book on using the telephone I have ever read.

I am the Designated Broker for Keller Williams Realty Professionals a 100+ agent office. I recommended the book to all 100+ and explained that it was written more towards a "corporate caller" than it was to a homeowner but the principles are just as valid, maybe even more so. Granted it would be difficult to find "social engineering" regarding homeowners but that would not preclude agents from gathering real information about their neighborhoods; the good, the bad and the ugly. As I read the book I put myself in the position of the person being called upon and could not help but feel the principles and techniques described would in fact result in a positive conversation. In other words, I truly believe I would be treated as I would want to be treated rather than just another "number" being called. Great, great, great book. I would highly recommend it for anyone in any type of sales position. You could not help but learn from it.

2 out of 2 people found this review helpful.
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Kelstar

Posted April 19, 2012

Highly Recommend

Very well thought out with a lot of great other resources mentioned in it too such as helpful websites.
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themayor666

Posted May 6, 2010

Good stuff...if you use it.

Art knows his stuff.
There is no fluff.
A lot of it is common sense...which we all sometimes over look. As Art clearly states....nothing in the book will work unless YOU do it.
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Posted July 10, 2011

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