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

ISBN-10: 1118588711
ISBN-13: 9781118588710
Edition: 2nd 2013
Authors: Art Sobczak
List price: $32.95 Buy it from $17.42
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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  More...

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Book details

List price: $32.95
Edition: 2nd
Copyright year: 2013
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/29/2013
Binding: Hardcover
Pages: 256
Size: 6.30" wide x 9.22" long x 0.89" tall
Weight: 1.210
Language: English

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 information will reflect changes and advances in the information-gathering that comprises the “Smart” part of the calling. In addition, to further enhance the value and credibility of the book, it includes more actual examples and success stories from readers and users of the first version.

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

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