Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient.Smart Callinghas the solution: Art Sobczak's proven never-experience-rejection-again system. Now in an updatedSecond Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection.While other books on cold calling dispense such long-perpetuated myths as "prospecting is a numbers game" and salespeople need to "love rejection,"Smart Callingempowers you to take action, call prospects, and get a yes every time. No matter whether you're a sales professional, freelancer, sports recruiter, or fund raiser, anyone who calls people they don't know with the objective of persuading that person to take action will learn from this book.Cold callingisdumb. But telephone prospecting is essential for business sustainability and growth, andSmart Callingprovides the answer. This proven process systematically prepares you for your calls and allows you to create a comfortable, welcoming atmosphere in which to do business over the phone. This indispensable guidance equips you to:Create your possible value propositionGather intelligence to make your calls smartUse "social engineering" to get insight on your prospectWork with screeners, gatekeepers, and assistantsPerfect your opening statementMinimize resistanceGet a commitment for the next actionStay motivatedAnd more!ThisSecond Editionalso includes additional examples, tips, techniques, and success stories from readers, as well as information about new technology that will help you smarten up your calls. Get a "win" every time. Conquer your fears and master the art of the cold call through the genius ofSmart Calling, Second Edition.