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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
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.