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

Name: Smart Calling Eliminate the Fear, Failure, and Rejection from Cold Calling
Price: 3.61 USD
Availability: InStock
ISBN: 9781118588710

ISBN-10: 1118588711

ISBN-13: 9781118588710

Edition: 2nd 2013

Authors: Art Sobczak

List price: $35.95

30 day, 100% satisfaction guarantee!

Marketplace

3 new & used from $3.61

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

Description:

Cold calling is not only the potentially fastest and most profitable way to initiate a new sales contact and build business; it's also one of the most dreaded tasks a salesperson could perform and hated by most recipients. The solution is Art Sobczak's proven, never-experience-rejection-again system, Smart Calling, 2/e…this time with 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 gain "yes" results every time. The updated…

Book details

List price: $35.95
Edition: 2nd
Copyright year: 2013
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/29/2013
Binding: Hardcover
Pages: 256
Size: 6.30" wide x 9.29" long x 1.01" tall
Weight: 0.946
Language: English



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



A Smart Call Case Study and Makeovers


About the Author


Index