Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, 3rd Edition

  • 4h 31m
  • Art Sobczak
  • John Wiley & Sons (US)
  • 2020

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."

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 for more than 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.

In this Book

  • 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
  • How to be Smart with Voicemail
  • Working with 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
  • How to Sound Smart: Effective Telephone Communication
  • Getting and Staying Motivated
  • More Smart Calling Success Tips
  • Smart Calling Reviews, Case Studies, and Makeovers
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