Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling - Hardcover

Sobczak, Art

Hardcover

ISBN 10: 0470567023 ISBN 13: 9780470567029

Publisher: John Wiley & Sons Inc, 2010

Synopsis

Praise for SMART CALLING

"Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author

"Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales

"You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals

"Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee

"A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc.

"If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International

About this title

From the Inside Flap

Get a "win" on every call

Do you dread cold calling? Sure, prospecting for customers is a necessary part of doing business, but does that mean you're stuck being the cheesy salesman who irritates everyone? Shouldn't there be a better way?

There is. Art Sobczak's Smart Calling gives you a proven system that makes sense and gets results. Instead of following tired old formulas and scripts that customers recognize and dismiss from a mile away, you'll discover an intelligent method for engaging prospects in a productive conversation that leads them to take action.

Sobczak has built a highly successful career around delivering specific tactics and strategies for winning sales communications. In Smart Calling, he lets you in on his more than twenty-five years' experience, giving you the field-tested, practical information you need to make your calls work while skipping the abstract theory and fancy slogans.

Filled with hundreds of real-world stories and example conversations, Smart Calling equips you to:

• Gather intelligence to make your calls smart

• Utilize the latest "social engineering" techniques

• Generate interest with great opening statements

• Deal effectively with resistance

• Work with screeners, gatekeepers, and assistants

• Listen and learn from your customers

• Get commitment for action

• Stay motivated

• Never be "rejected" again

• And more!

Nobody likes cold calling, and for good reason. Most of the time, cold calls don't work and end up wasting everyone's time. Smart Calling gives you a new and better approach to winning the quality sales that drive growth and create opportunities. So forget about cold calling; get Smart Calling. Don't pick up the phone without it!

About the Author

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

Edition details

• Publisher: John Wiley & Sons Inc
• Publication date: 2010
• ISBN 10: 0470567023
• ISBN 13: 9780470567029
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 242