Smart calling
Subtitle: eliminate the fear, failure, and rejection from cold calling
By: Art Sobczak.
Publisher: Wiley
Published: 2010
Place of publication: Hoboken, N.J
Language: eng
ISBN-13: 9780470567029
Subjects: Telephone selling; Telemarketing
Notes: Includes index.
Table of contents: title: Cold calling is dumb, but prospecting is necessary : smart calling is the answer; title: Creating your "possible value proposition"; title: Intelligence gathering : making your calls smart; title: Using "social engineering" to gather intelligence; title: Setting smart call objectives, and never being rejected again; title: More smart ideas for prior to your call; title: How to be smart with voice mail; title: Working with screeners, gatekeepers, and assistants; title: Opening statements : what to avoid to minimize resistance; title: Creating interest with smart call opening statements; title: Handling early resistance on your smart calls.