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

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Overview

Cold calling is not only one of the fastest and most profitableways to initiate a new sales contact and build business; it's alsoone of the most dreaded—for the salesperson and the recipient.Smart Calling has the solution: Art Sobczak's provennever-experience-rejection-again system. Now in an updatedSecond Edition, it offers even smarter tips and techniquesfor prospecting new business while minimizing fear andrejection.

While other books on cold calling dispense such ...

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Overview

Cold calling is not only one of the fastest and most profitableways to initiate a new sales contact and build business; it's alsoone of the most dreaded—for the salesperson and the recipient.Smart Calling has the solution: Art Sobczak's provennever-experience-rejection-again system. Now in an updatedSecond Edition, it offers even smarter tips and techniquesfor prospecting new business while minimizing fear andrejection.

While other books on cold calling dispense such long-perpetuatedmyths as "prospecting is a numbers game" and salespeople need to"love rejection," Smart Calling empowers you to take action,call prospects, and get a yes every time. No matter whether you'rea sales professional, freelancer, sports recruiter, or fund raiser,anyone who calls people they don't know with the objective ofpersuading that person to take action will learn from thisbook.

Cold calling is dumb. But telephone prospecting isessential for business sustainability and growth, and SmartCalling provides the answer. This proven process systematicallyprepares you for your calls and allows you to create a comfortable,welcoming atmosphere in which to do business over the phone. Thisindispensable guidance equips you to:

  • Create your possible value proposition
  • Gather intelligence to make your calls smart
  • Use "social engineering" to get insight on your prospect
  • Work with screeners, gatekeepers, and assistants
  • Perfect your opening statement
  • Minimize resistance
  • Get a commitment for the next action
  • Stay motivated
  • And more!

This Second Edition also includes additional examples,tips, techniques, and success stories from readers, as well asinformation about new technology that will help you smarten up yourcalls. Get a "win" every time. Conquer your fears and master theart of the cold call through the genius of Smart Calling, SecondEdition.

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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
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Product Details

  • ISBN-13: 9780470567029
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 3/29/2010
  • Edition number: 1
  • Pages: 256
  • 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.,specializing in helping salespeople maximize their positive resultswhen using the phone as part of their sales process. As aninternationally known speaker and trainer, he has delivered over1,500 training programs and workshops over the past thirty years tocompanies large and small, associations, and at his two-day publicseminars. He has been a member of the National Speakers Associationfor over twenty years and is a regular presenter at their nationalconferences and regional workshops.

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Table of Contents

INTRODUCTION 1

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

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Customer Reviews

Average Rating 3.5
( 12 )
Rating Distribution

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Sort by: Showing all of 12 Customer Reviews
  • 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.

    3 out of 3 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted February 6, 2015

    Highly Recommended

    It gives actual scripts and the writing style is more conversational than anything so its an easy read.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted March 1, 2013

    Gives you a night and day response

    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!).

    Was this review helpful? Yes  No   Report this review
  • Posted December 6, 2012

    Great book I'm making all of our sales rep's read this 

    Great book I'm making all of our sales rep's read this 

    Was this review helpful? Yes  No   Report this review
  • 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.

    Was this review helpful? Yes  No   Report this review
  • 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.

    Was this review helpful? Yes  No   Report this review
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    Posted August 8, 2011

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    Posted July 25, 2011

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    Posted August 2, 2013

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    Posted September 3, 2010

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    Posted April 21, 2012

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    Posted July 10, 2011

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