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Smart Calling
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Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded?for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers 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 get a yes every time. Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.
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Table of Contents

INTRODUCTION 1 SECTION ONE The Smart Calling Concept 5 CHAPTER 1 Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer 7 SECTION TWO Pre-Call Planning 19 CHAPTER 2 Creating Your Possible Value Proposition 21 CHAPTER 3 Intelligence Gathering: Making Your Calls Smart 37 CHAPTER 4 Using Social Engineering to Gather Intelligence 57 CHAPTER 5 Setting Smart Call Objectives and Never Being Rejected Again 65 CHAPTER 6 More Smart Ideas for Prior to Your Call 73 SECTION THREE Creating and Placing the Smart Call 85 CHAPTER 7 How to Be Smart with Voice Mail 87 CHAPTER 8 Working with Screeners, Gatekeepers, and Assistants? 99 CHAPTER 9 Opening Statements: What to Avoid to Minimize Resistance 109 CHAPTER 10 Creating Interest with Your Smart Call Opening Statement 123 CHAPTER 11 Handling Early Resistance on Your Smart Calls 133 CHAPTER 12 Using Smart Questions 143 CHAPTER 13 The More Important Side of the Question: Listening 159 CHAPTER 14 Recommending the Next Step 165 CHAPTER 15 Getting Commitment for the Next Action 175 CHAPTER 16 Wrapping Up Calls and Setting Up the Next Action 185 SECTION FOUR Putting It All Together 195 CHAPTER 17 How to Sound Smart: Effective Telephone Communication 197 CHAPTER 18 Getting and Staying Motivated 203 CHAPTER 19 More Smart Calling Success Tips 215 CHAPTER 20 A Smart Call Case Study and Makeovers 221 ABOUT THE AUTHOR 233 INDEX 235

About the Author

Art Sobczak is President of Business By Phone Inc., specializing 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 1,500 training programs and workshops over the past thirty years to companies large and small, associations, and at his two-day public seminars. He has been a member of the National Speakers Association for over twenty years and is a regular presenter at their national conferences and regional workshops.

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