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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."
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."
ART SOBCZAK is President of Business By Phone Inc. An internationally known speaker and sales trainer for over 30 years, Art has delivered over 1,500 prospecting and inside sales training programs and workshops to companies and organizations of all sizes worldwide. He received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his many years of contribution to the profession.
Preface ix
Part One The Smart Calling Concept 1
Chapter 1 Cold Calling is Dumb, but Prospecting is Necessary: Smart Calling is the Answer 3
Part Two Pre-Call Planning 17
Chapter 2 Creating Your Possible Value Proposition 19
Chapter 3 Intelligence Gathering: Making Your Calls Smart 35
Chapter 4 Using Social Engineering to Gather Intelligence 53
Chapter 5 Setting Smart Call Objectives and Never Being Rejected Again 63
Chapter 6 More Smart Ideas for Prior to Your Call 73
Part Three Creating and Placing the Smart Call 89
Chapter 7 How to Be Smart with Voicemail 91
Chapter 8 Working with Assistants 105
Chapter 9 Opening Statements: What to Avoid to Minimize Resistance 117
Chapter 10 Creating Interest with Your Smart Call Opening Statement 131
Chapter 11 Handling Early Resistance on Your Smart Calls 145
Chapter 12 Using Smart Questions 155
Chapter 13 The More Important Side of the Question: Listening 171
Chapter 14 Recommending the Next Step 177
Chapter 15 Getting Commitment for the Next Action 187
Chapter 16 Wrapping Up Calls and Setting Up the Next Action 199
Part Four Putting It All Together 209
Chapter 17 How to Sound Smart: Effective Telephone Communication 211
Chapter 18 Getting and Staying Motivated 217
Chapter 19 More Smart Calling Success Tips 231
Chapter 20 Smart Calling Reviews, Case Studies, and Makeovers 239
Time for Action! 253
Resources for Smart Calling Success 255
Recommended Reading 257
About the Author 259
Index 261
| Erscheinungsjahr: | 2020 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 288 S. |
| ISBN-13: | 9781119676720 |
| ISBN-10: | 111967672X |
| Sprache: | Englisch |
| Herstellernummer: | 1W119676720 |
| Einband: | Gebunden |
| Autor: | Sobczak, Art |
| Hersteller: | John Wiley & Sons Inc |
| Maße: | 232 x 163 x 27 mm |
| Von/Mit: | Art Sobczak |
| Erscheinungsdatum: | 30.07.2020 |
| Gewicht: | 0,477 kg |
ART SOBCZAK is President of Business By Phone Inc. An internationally known speaker and sales trainer for over 30 years, Art has delivered over 1,500 prospecting and inside sales training programs and workshops to companies and organizations of all sizes worldwide. He received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his many years of contribution to the profession.
Preface ix
Part One The Smart Calling Concept 1
Chapter 1 Cold Calling is Dumb, but Prospecting is Necessary: Smart Calling is the Answer 3
Part Two Pre-Call Planning 17
Chapter 2 Creating Your Possible Value Proposition 19
Chapter 3 Intelligence Gathering: Making Your Calls Smart 35
Chapter 4 Using Social Engineering to Gather Intelligence 53
Chapter 5 Setting Smart Call Objectives and Never Being Rejected Again 63
Chapter 6 More Smart Ideas for Prior to Your Call 73
Part Three Creating and Placing the Smart Call 89
Chapter 7 How to Be Smart with Voicemail 91
Chapter 8 Working with Assistants 105
Chapter 9 Opening Statements: What to Avoid to Minimize Resistance 117
Chapter 10 Creating Interest with Your Smart Call Opening Statement 131
Chapter 11 Handling Early Resistance on Your Smart Calls 145
Chapter 12 Using Smart Questions 155
Chapter 13 The More Important Side of the Question: Listening 171
Chapter 14 Recommending the Next Step 177
Chapter 15 Getting Commitment for the Next Action 187
Chapter 16 Wrapping Up Calls and Setting Up the Next Action 199
Part Four Putting It All Together 209
Chapter 17 How to Sound Smart: Effective Telephone Communication 211
Chapter 18 Getting and Staying Motivated 217
Chapter 19 More Smart Calling Success Tips 231
Chapter 20 Smart Calling Reviews, Case Studies, and Makeovers 239
Time for Action! 253
Resources for Smart Calling Success 255
Recommended Reading 257
About the Author 259
Index 261
| Erscheinungsjahr: | 2020 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 288 S. |
| ISBN-13: | 9781119676720 |
| ISBN-10: | 111967672X |
| Sprache: | Englisch |
| Herstellernummer: | 1W119676720 |
| Einband: | Gebunden |
| Autor: | Sobczak, Art |
| Hersteller: | John Wiley & Sons Inc |
| Maße: | 232 x 163 x 27 mm |
| Von/Mit: | Art Sobczak |
| Erscheinungsdatum: | 30.07.2020 |
| Gewicht: | 0,477 kg |
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