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

ISBN-10: 0470567023
ISBN-13: 9780470567029
Edition: 2010
Authors: Art Sobczak
List price: $14.99
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Description: How to avoid rejection and get a win on every sales callCold calling is not only the potentially fastest and most profitable way to initiate a new sales contact and insert oneself into a buying process-- it's also one of the most dreaded tasks a  More...

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Book details

List price: $14.99
Copyright year: 2010
Publisher: John Wiley & Sons, Limited
Publication date: 4/16/2010
Binding: Hardcover
Pages: 256
Size: 6.50" wide x 9.50" long x 1.00" tall
Weight: 0.946
Language: English

How to avoid rejection and get a win on every sales callCold calling is not only the potentially fastest and most profitable way to initiate a new sales contact and insert oneself into a buying process-- it's also one of the most dreaded tasks a salesperson could perform. The solution is Art Sobczak's unique, never-experience-rejection-again system, Smart Calling. Smart Calling is a guide to placing sales calls while minimizing the pain, fear, and rejection associated with cold calling, and being successful in achieving one's objective. While other books on cold calling dispense long-perpetuated myths, this book empowers readers to take action, call prospects, and hear "Yes" more often. Full of hundreds of real-world examples with word-for-word conversational language Sobczak's proven process will appeal to even the most calling-averse person Outlines specific techniques for avoiding the pain of rejection and turning a cold call into a successful sales opportunityNo salesperson should pick up the phone without reading this book and absorbing its clear, field-tested methods for turning the cold call from a nasty and often fruitless rite-of-passage to profitable tool.

Introduction
The Smart Calling Concept
Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer
Pre-Call Planning
Creating Your Possible Value Proposition
Intelligence Gathering: Making Your Calls Smart
Using Social Engineering to Gather Intelligence
Setting Smart Call Objectives and Never Being Rejected Again
More Smart Ideas for Prior to Your Call
Creating and Placing the Smart Call
How to Be Smart with Voice Mail
Working with Screeners, Gatekeepers, and Assistants?
Opening Statements: What to Avoid to Minimize Resistance
Creating Interest with Your Smart Call Opening Statement
Handling Early Resistance on Your Smart Calls
Using Smart Questions
The More Important Side of the Question: Listening
Recommending the Next Step
Getting Commitment for the Next Action
Wrapping Up Calls, and Setting Up the Next Action
Putting It All Together
How to Sound Smart: Effective Telephone Communication
Getting and Staying Motivated
More Smart Calling Success Tips
Smart Call Makeovers and Case Studies
Index
About Art Sobczak

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