Details

<p>Preface ix</p> <p><b>Part One The Smart Calling Concept 1</b></p> <p>Chapter 1 Cold Calling is Dumb, but Prospecting is Necessary: Smart Calling is the Answer 3</p> <p><b>Part Two Pre-Call Planning 17</b></p> <p>Chapter 2 Creating Your Possible Value Proposition 19</p> <p>Chapter 3 Intelligence Gathering: Making Your Calls Smart 35</p> <p>Chapter 4 Using Social Engineering to Gather Intelligence 53</p> <p>Chapter 5 Setting Smart Call Objectives and Never Being Rejected Again 63</p> <p>Chapter 6 More Smart Ideas for Prior to Your Call 73</p> <p><b>Part Three Creating and Placing the Smart Call 89</b></p> <p>Chapter 7 How to Be Smart with Voicemail 91</p> <p>Chapter 8 Working <i>with </i>Assistants 105</p> <p>Chapter 9 Opening Statements: What to Avoid to Minimize Resistance 117</p> <p>Chapter 10 Creating Interest with Your Smart Call Opening Statement 131</p> <p>Chapter 11 Handling Early Resistance on Your Smart Calls 145</p> <p>Chapter 12 Using Smart Questions 155</p> <p>Chapter 13 The More Important Side of the Question: Listening 171</p> <p>Chapter 14 Recommending the Next Step 177</p> <p>Chapter 15 Getting Commitment for the Next Action 187</p> <p>Chapter 16 Wrapping Up Calls and Setting Up the Next Action 199</p> <p><b>Part Four Putting It All Together 209</b></p> <p>Chapter 17 How to <i>Sound </i>Smart: Effective Telephone Communication 211</p> <p>Chapter 18 Getting and Staying Motivated 217</p> <p>Chapter 19 More Smart Calling Success Tips 231</p> <p>Chapter 20 Smart Calling Reviews, Case Studies, and Makeovers 239</p> <p>Time for Action! 253</p> <p>Resources for Smart Calling Success 255</p> <p>Recommended Reading 257</p> <p>About the Author 259</p> <p>Index 261</p>

<p><b>ART SOBCZAK</b> 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.

<p>Praise for <b>SMART CALLING THIRD EDITION</b> <p>"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 <i>Smart Calling</i>!"</br> <b>LARRY WINGET</b>, television personality and <i>New York Times</i> bestselling author <p>"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."</br> <b>MIKE FAITH</b>, CEO and President, Headsets.com, Inc. <p>"<i>Smart Calling</i> is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and tips. You will sell more than you thought possible. Additionally, your efforts will develop a prospect base of potential customers that will call you when they are ready to purchase or graciously take your future calls. This is the best sales book for field or inside sales I have read in the past 25 years."</br> <b>REX CASWELL</b>, Vice President-Inside Sales, Equifax Workforce Solutions <p>"As a long time fan and student of Art's work I've told more people than I can count that he is the very best in this field and, that if they want extraordinary results, to follow him and plug into his wisdom. This book is Art's most important work yet—it's <i>THE</i> roadmap for your outbound sales success. <i>Smart Calling</i> is simply a magnificent book and if you'll follow his instruction then you'll have the opportunity to serve more new customers and clients than you might ever have imagined possible."</br> <b>BOB BURG</b>, Coauthor of <i>The Go-Giver</i> <p>"Finally, a system that I can actually use in my business. This is the only book that you'll need to generate a flood of new clients. There's no cheesy intros or objection handling scripts, just a straightforward way to immediately connect with your prospect and build a relationship based on trust. The system taught in this book has transformed my business. I now have a full pipeline of clients and prospecting is no longer a chore. The old way of cold calling is soul destroying. Try <i>Smart Calling</i> instead and leave your competition behind."</br> <b>MARK MARSH</b>, Marketing Partner, The Good Life France <p>"Art Sobczak is my ^#1 Go-To-Sales Guru for all things telephone and <i>Smart Calling</i> is the first book I turn to when sellers need help increasing effectiveness on the phone. This <i>Third Edition</i> takes this favorite book to new heights with fresh perspectives and powerful new tips for today's salesperson."</br> <b>MIKE WEINBERG</b>, author of <i>Sales Truth</i> and <i>New Sales. Simplified.</i> <p>"My experience with Art's calling techniques goes back a LONG way…over 20 years to be exact! <i>Smart Calling</i> continues to help me push past the fear of rejection on calls and instead shift my mindset to one of confidence and calm. Selling on the phone is tough…Art's teaching makes it much easier. Over 7,000 career sales and most I can attribute to his strategies and tips. Thanks Art!"</br> <b>KRISTINE CAIN</b>, Senior Account Executive, CARFAX

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