Smart Calling - Eliminate the Fear, Failure, and Rejection From Cold Calling

Master cold-calling and eliminate rejection forever
 
In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to "never experiencing rejection again" has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection.
 
The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including:
* The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career
* Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time
* New methodologies that are proven to push you past your fear and into the world of successful prospecting
* Free access to Art Sobczak's Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools.
 
If you're failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you're an expert at taking a "no" and turning it into a "yes."

List of contents

Preface
 
Part One The Smart Calling Concept
 
Chapter 1 Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling is the Answer
 
Part Two Pre-Call Planning
 
Chapter 2 Creating Your Possible Value Proposition
 
Chapter 3 Intelligence Gathering: Making Your Calls Smart
 
Chapter 4 Using Social Engineering to Gather Intelligence
 
Chapter 5 Setting Smart Call Objectives and Never Being Rejected Again
 
Chapter 6 More Smart Ideas for Prior to Your Call
 
Part Three Creating and Placing the Smart Call
 
Chapter 7 How to Be Smart with Voicemail
 
Chapter 8 Working with Assistants
 
Chapter 9 Opening Statements: What to Avoid to Minimize Resistance
 
Chapter 10 Creating Interest with Your Smart Call Opening Statement
 
Chapter 11 Handling Early Resistance on Your Smart Calls
 
Chapter 12 Using Smart Questions
 
Chapter 13 The More Important Side of the Question: Listening
 
Chapter 14 Recommending the Next Step
 
Chapter 15 Getting Commitment for the Next Action
 
Chapter 16 Wrapping Up Calls and Setting Up the Next Action
 
Part Four Putting It All Together
 
Chapter 17 How to Sound Smart: Effective Telephone Communication
 
Chapter 18 Getting and Staying Motivated
 
Chapter 19 More Smart Calling Success Tips
 
Chapter 20 Smart Calling Reviews, Case Studies, and Makeovers
 
Time for Action!
 
Resources for Smart Calling Success
 
Recommended Reading
 
About the Author
 
Index

About the author

ART SOBCZAK is President of Business By Phone Inc. An internationally known speaker and sales trainer for over 30 years, Art has delivered over 1,500 prospecting and inside sales training programs and workshops to companies and organizations of all sizes worldwide. He received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his many years of contribution to the profession.

Summary

Master cold-calling and eliminate rejection forever

In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to "never experiencing rejection again" has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection.

The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including:
* The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career
* Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time
* New methodologies that are proven to push you past your fear and into the world of successful prospecting
* Free access to Art Sobczak's Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools.

If you're failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you're an expert at taking a "no" and turning it into a "yes."

Product details

• Authors: A Sobczak, Art Sobczak, Sobczak Art
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.05.2020
• EAN: 9781119676720
• ISBN: 978-1-119-67672-0
• No. of pages: 288
• Subjects: Social sciences, law, business > Business > Business administration; Wirtschaft, Ratgeber Wirtschaft, Business & management, Wirtschaft u. Management, Business Self-Help, Small Business & Entrepreneurship, Klein- u. mittelständische Unternehmen u. Existenzgründung