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

Name: Smart Calling Eliminate the Fear, Failure, and Rejection from Cold Calling
Price: 3.6 USD
Availability: InStock
ISBN: 9780470567029

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 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.…

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



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