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

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

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

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

by Art Sobczak

Hardcover(3rd ed.)

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Master cold-calling and eliminate rejection forever

In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to "never experiencing rejection again" has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection.

The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including:

  • The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career
  • Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time
  • New methodologies that are proven to push you past your fear and into the world of successful prospecting
  • Free access to Art Sobczak's Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools.

If you're failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you're an expert at taking a "no" and turning it into a "yes."

Product Details

ISBN-13: 9781119676720
Publisher: Wiley
Publication date: 06/23/2020
Edition description: 3rd ed.
Pages: 288
Sales rank: 457,956
Product dimensions: 6.00(w) x 9.20(h) x 1.20(d)

About the Author

ART SOBCZAK is President of Business By Phone Inc. An internationally known speaker and sales trainer for over 30 years, Art has delivered over 1,500 prospecting and inside sales training programs and workshops to companies and organizations of all sizes worldwide. He received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his many years of contribution to the profession.

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Table of Contents

Preface ix

Part One The Smart Calling Concept 1

Chapter 1 Cold Calling is Dumb, but Prospecting is Necessary: Smart Calling is the Answer 3

Part Two Pre-Call Planning 17

Chapter 2 Creating Your Possible Value Proposition 19

Chapter 3 Intelligence Gathering: Making Your Calls Smart 35

Chapter 4 Using Social Engineering to Gather Intelligence 53

Chapter 5 Setting Smart Call Objectives and Never Being Rejected Again 63

Chapter 6 More Smart Ideas for Prior to Your Call 73

Part Three Creating and Placing the Smart Call 89

Chapter 7 How to Be Smart with Voicemail 91

Chapter 8 Working with Assistants 105

Chapter 9 Opening Statements: What to Avoid to Minimize Resistance 117

Chapter 10 Creating Interest with Your Smart Call Opening Statement 131

Chapter 11 Handling Early Resistance on Your Smart Calls 145

Chapter 12 Using Smart Questions 155

Chapter 13 The More Important Side of the Question: Listening 171

Chapter 14 Recommending the Next Step 177

Chapter 15 Getting Commitment for the Next Action 187

Chapter 16 Wrapping Up Calls and Setting Up the Next Action 199

Part Four Putting It All Together 209

Chapter 17 How to Sound Smart: Effective Telephone Communication 211

Chapter 18 Getting and Staying Motivated 217

Chapter 19 More Smart Calling Success Tips 231

Chapter 20 Smart Calling Reviews, Case Studies, and Makeovers 239

Time for Action! 253

Resources for Smart Calling Success 255

Recommended Reading 257

About the Author 259

Index 261

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

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