Description: FREE SHIPPING UK WIDE Smart Calling by Art Sobczak Master cold-calling and eliminate rejection forever 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 Amazons 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 careerMultiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and whats a waste of your timeNew methodologies that are proven to push you past your fear and into the world of successful prospectingFree access to Art Sobczaks 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 youre failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until youre an expert at taking a "no" and turning it into a "yes." FORMAT Hardcover LANGUAGE English CONDITION Brand New Back Cover Praise for SMART CALLING THIRD EDITION "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 Smart Calling !" LARRY WINGET , television personality and New York Times bestselling author "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. Im so sure this book is a winner for anyone who needs to call prospects that Ill personally assure you that your results will increase noticeably after reading it, or Ill send you your money back." MIKE FAITH , CEO and President, Headsets.com, Inc. " Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Arts 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." REX CASWELL , Vice President-Inside Sales, Equifax Workforce Solutions "As a long time fan and student of Arts work Ive 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 Arts most important work yet--its THE roadmap for your outbound sales success. Smart Calling is simply a magnificent book and if youll follow his instruction then youll have the opportunity to serve more new customers and clients than you might ever have imagined possible." BOB BURG , Coauthor of The Go-Giver "Finally, a system that I can actually use in my business. This is the only book that youll need to generate a flood of new clients. Theres 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 Smart Calling instead and leave your competition behind." MARK MARSH , Marketing Partner, The Good Life France "Art Sobczak is my #1 Go-To-Sales Guru for all things telephone and Smart Calling is the first book I turn to when sellers need help increasing effectiveness on the phone. This Third Edition takes this favorite book to new heights with fresh perspectives and powerful new tips for todays salesperson." MIKE WEINBERG , author of Sales Truth and New Sales. Simplified. "My experience with Arts calling techniques goes back a LONG way...over 20 years to be exact! Smart Calling 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...Arts teaching makes it much easier. Over 7,000 career sales and most I can attribute to his strategies and tips. Thanks Art!" KRISTINE CAIN , Senior Account Executive, CARFAX Flap Praise for SMART CALLING THIRD EDITION "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 Smart Calling !" LARRY WINGET , television personality and New York Times bestselling author "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. Im so sure this book is a winner for anyone who needs to call prospects that Ill personally assure you that your results will increase noticeably after reading it, or Ill send you your money back." MIKE FAITH , CEO and President, Headsets.com, Inc. " Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Arts 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." REX CASWELL , Vice President-Inside Sales, Equifax Workforce Solutions "As a long time fan and student of Arts work Ive 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 Arts most important work yet--its THE roadmap for your outbound sales success. Smart Calling is simply a magnificent book and if youll follow his instruction then youll have the opportunity to serve more new customers and clients than you might ever have imagined possible." BOB BURG , Coauthor of The Go-Giver "Finally, a system that I can actually use in my business. This is the only book that youll need to generate a flood of new clients. Theres 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 Smart Calling instead and leave your competition behind." MARK MARSH , Marketing Partner, The Good Life France "Art Sobczak is my #1 Go-To-Sales Guru for all things telephone and Smart Calling is the first book I turn to when sellers need help increasing effectiveness on the phone. This Third Edition takes this favorite book to new heights with fresh perspectives and powerful new tips for todays salesperson." MIKE WEINBERG , author of Sales Truth and New Sales. Simplified. "My experience with Arts calling techniques goes back a LONG way...over 20 years to be exact! Smart Calling 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...Arts teaching makes it much easier. Over 7,000 career sales and most I can attribute to his strategies and tips. Thanks Art!" KRISTINE CAIN , Senior Account Executive, CARFAX Author Biography 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. Table of Contents 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 Details ISBN111967672X Publisher John Wiley & Sons Inc Year 2020 Edition 3rd ISBN-10 111967672X ISBN-13 9781119676720 Format Hardcover Imprint John Wiley & Sons Inc Subtitle Eliminate the Fear, Failure, and Rejection from Cold Calling Place of Publication New York Country of Publication United States Pages 288 Short Title Smart Calling Language English UK Release Date 2020-07-30 Replaces 9781118588710 NZ Release Date 2020-06-23 Author Art Sobczak Edition Description 3rd edition Publication Date 2020-07-30 DEWEY 658.872 Audience General US Release Date 2020-07-30 AU Release Date 2020-06-04 We've got this At The Nile, if you're looking for it, we've got it. 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ISBN-13: 9781119676720
Book Title: Smart Calling
Number of Pages: 288 Pages
Language: English
Publication Name: Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Publisher: John Wiley & Sons INC International Concepts
Publication Year: 2020
Subject: Business
Item Height: 237 mm
Item Weight: 482 g
Type: Textbook
Author: Art Sobczak
Item Width: 158 mm
Format: Hardcover
