This book shows you how to avoid rejection and get a win on every sales call. Cold 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. It outlines specific techniques for avoiding the pain of rejection and turning a cold call into a successful sales opportunity.
"If you make cold calls, and want to make them smarter, better, more fun, and actually convert them to sales, THIS IS THE BOOK! Buy it to increase your call to sale ratio, and your sale to bank account ratio." -Jeffrey Gitomer, author of The Little Red Book of Selling
Art Sobczak is President of Business By Phone Inc., which specializes in helping salespeople maximize their positive results when using the phone as part of their sales process. As an internationally known speaker and trainer, he has delivered over 1,200 training programs and workshops over the past twenty-six years to large and small companies, associations, and at his two-day public seminars. Art has been a member of the National Speakers Association for over twenty years and has been a presenter at their national conferences and regional workshops. Visit Art online at www.BusinessByPhone.com and find the latest Smart Calling tips at www.Smart-Calling.com
Introduction. Section One The Smart Calling Concept. Chapter 1 "Cold" Calling Is Dumb, But Prospecting Is Necessary. Smart Calling Is the Answer. Section 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. Section Three Creating and Placing the Smart Call. Chapter 7 How to Be Smart with Voice Mail. Chapter 8 Working with Screeners, Gatekeepers, and Assistants? Chapter 9 Opening Statements: What to Avoid to Minimize Resistance. Chapter 10 Creating Interest with Smart Call Opening Statements. 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. Section 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 Makeover Case Studies. Index. About Art Sobcsak.