Smart Calling Eliminate the Fear, Failure, and Rejection from Cold Calling
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. 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.
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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $14.99
Copyright year: 2010
Publisher: John Wiley & Sons, Limited
Publication date: 4/16/2010
Size: 6.50" wide x 9.50" long x 1.00" tall
|The Smart Calling Concept|
|Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer|
|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|
|About Art Sobczak|