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

ISBN-13: 9781119676720 / Angielski / Twarda / 2020 / 288 str.

Art Sobczak

Spis treści

PrefacePart One The Smart Calling ConceptChapter 1 Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling is the AnswerPart Two Pre-Call PlanningChapter 2 Creating Your Possible Value PropositionChapter 3 Intelligence Gathering: Making Your Calls SmartChapter 4 Using Social Engineering to Gather IntelligenceChapter 5 Setting Smart Call Objectives and Never Being Rejected AgainChapter 6 More Smart Ideas for Prior to Your CallPart Three Creating and Placing the Smart CallChapter 7 How to Be Smart with VoicemailChapter 8 Working with AssistantsChapter 9 Opening Statements: What to Avoid to Minimize ResistanceChapter 10 Creating Interest with Your Smart Call Opening StatementChapter 11 Handling Early Resistance on Your Smart CallsChapter 12 Using Smart QuestionsChapter 13 The More Important Side of the Question: ListeningChapter 14 Recommending the Next StepChapter 15 Getting Commitment for the Next ActionChapter 16 Wrapping Up Calls and Setting Up the Next ActionPart Four Putting It All TogetherChapter 17 How to Sound Smart: Effective Telephone CommunicationChapter 18 Getting and Staying MotivatedChapter 19 More Smart Calling Success TipsChapter 20 Smart Calling Reviews, Case Studies, and MakeoversTime for Action!Resources for Smart Calling SuccessRecommended ReadingAbout the AuthorIndex

O autorze

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.