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

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

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by Art Sobczak
     
 

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Proven techniques to master the art of the cold call

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

Overview

Proven techniques to master the art of the cold call

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.

Editorial Reviews

From the Publisher
"If you make cold calls, and want to make them smarter, better, more fun, and actually convert them to sales, THIS IS THE BOOK! Buy it to increase your call to sale ratio, and your sale to bank account ratio."
—Jeffrey Gitomer, author of The Little Red Book of Selling

Product Details

ISBN-13:
9780470567029
Publisher:
Wiley
Publication date:
03/29/2010
Pages:
256
Product dimensions:
6.20(w) x 9.10(h) x 1.10(d)

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What People are saying about this

From the Publisher
"If you make cold calls, and want to make them smarter, better, more fun, and actually convert them to sales, THIS IS THE BOOK! Buy it to increase your call to sale ratio, and your sale to bank account ratio."
—Jeffrey Gitomer, author of The Little Red Book of Selling

Meet the Author

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.

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Smart Calling 3.3 out of 5 based on 0 ratings. 13 reviews.
Gymbeaux More than 1 year ago
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.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
It gives actual scripts and the writing style is more conversational than anything so its an easy read.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
BUY THIS BOOK. There's nothing worse than knowing you have a great service to offer only to find you're getting nowhere with your sales calls. This book is what made the difference for me (and you should check out Art's blog, too!). I went from the classic "not interested" to having real conversations - and sales! I've used it with two different areas of my business, with very different target markets, and it worked beautifully with each. Best of all, I called Art's office to say thank you - and he actually called me back. He really cares, which is what his approach is based on (so no wonder it works!).
BornBruin More than 1 year ago
Great book I'm making all of our sales rep's read this 
Anonymous More than 1 year ago
Kelstar More than 1 year ago
Very well thought out with a lot of great other resources mentioned in it too such as helpful websites.
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themayor666 More than 1 year ago
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.