"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."""
By:
A Sobczak
Imprint: John Wiley & Sons Inc
Country of Publication: United States
Edition: 3rd Edition
Dimensions:
Height: 248mm,
Width: 153mm,
Spine: 25mm
Weight: 480g
ISBN: 9781119676720
ISBN 10: 111967672X
Pages: 288
Publication Date: 05 June 2020
Audience:
Professional and scholarly
,
Undergraduate
Format: Hardback
Publisher's Status: Active
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
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.
