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Smart calling : eliminate the fear, failure, and rejection from cold calling / Art Sobczak.

by Sobczak, Art.

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Hoboken, New Jersey : Wiley, c2013.

Telephone selling.

9781118588710 (cloth : alk. paper) :

1118588711 (cloth : alk. paper)

viii, 245 pages ; 24 cm

Second edition.

The smart calling concept. Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- Pre-call planning. Creating your possible value proposition ; Intelligence gathering : making your calls smart -- Using social engineering to gather intelligence ; Setting smart call objectives and never being rejected again ; More smart ideas for prior to your call -- Creating and placing the smart call. How to be smart with voice mail ; Working with screeners, gatekeepers, and assistants? ; Opening statements : what to avoid to minimize resistance ; Creating interest with your smart call opening statement ; Handling early resistance on your smart calls ; Using smart questions ; The more important side of the question : listening ; Recommending the next step ; Getting commitment for the next action ; Wrapping up calls and setting up the next action -- Putting it all together. How to sound smart : effective telephone communication ; Getting and staying motivated ; More smart calling success tips ; A smart call case study and makeovers.

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