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Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling Hardcover – March 29, 2010

ISBN-13: 978-0470567029 ISBN-10: 0470567023 Edition: 1st

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Product Details

  • Hardcover: 256 pages
  • Publisher: Wiley; 1 edition (March 29, 2010)
  • Language: English
  • ISBN-10: 0470567023
  • ISBN-13: 978-0470567029
  • Product Dimensions: 6.4 x 0.9 x 9.4 inches
  • Shipping Weight: 15.2 ounces
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (91 customer reviews)
  • Amazon Best Sellers Rank: #252,811 in Books (See Top 100 in Books)

Editorial Reviews

Review

"If you make cold calls, and want to make them smarter, better, more fun, and actually convert them to sales, THIS IS THE BOOK! Buy it to increase your call to sale ratio, and your sale to bank account ratio."
—Jeffrey Gitomer, author of The Little Red Book of Selling

From the Inside Flap

Get a "win" on every call

Do you dread cold calling? Sure, prospecting for customers is a necessary part of doing business, but does that mean you're stuck being the cheesy salesman who irritates everyone? Shouldn't there be a better way?

There is. Art Sobczak's Smart Calling gives you a proven system that makes sense and gets results. Instead of following tired old formulas and scripts that customers recognize and dismiss from a mile away, you'll discover an intelligent method for engaging prospects in a productive conversation that leads them to take action.

Sobczak has built a highly successful career around delivering specific tactics and strategies for winning sales communications. In Smart Calling, he lets you in on his more than twenty-five years' experience, giving you the field-tested, practical information you need to make your calls work while skipping the abstract theory and fancy slogans.

Filled with hundreds of real-world stories and example conversations, Smart Calling equips you to:

  • Gather intelligence to make your calls smart

  • Utilize the latest "social engineering" techniques

  • Generate interest with great opening statements

  • Deal effectively with resistance

  • Work with screeners, gatekeepers, and assistants

  • Listen and learn from your customers

  • Get commitment for action

  • Stay motivated

  • Never be "rejected" again

  • And more!

Nobody likes cold calling, and for good reason. Most of the time, cold calls don't work and end up wasting everyone's time. Smart Calling gives you a new and better approach to winning the quality sales that drive growth and create opportunities. So forget about cold calling; get Smart Calling. Don't pick up the phone without it!


More About the Author

Since he was 14 years old, in his first sales job, on the phone selling tickets to the police fundraising circus, Art Sobczak has been a student, practitioner, and for the past 31 years, also a teacher of professional sales and prospecting using the phone.

All through high school and college he held a variety of jobs that allowed him to sit in the comfort of an office, making money for others, and himself, simply by talking on the phone. He knew he was on to something. That trend continued after college in corporate sales positions with the original AT&T, and with a division of American Express.

Since forming his company, Business By Phone Inc. in 1983, Art has helped hundreds of thousands of salespeople--and those who might not have considered themselves being in sales--to generate untold millions of dollars and extraordinary success by saying and doing the right things by phone using conversational, common-sense, non-salesy processes and techniques.

He provides this assistance through many forms: customized onsite training workshops for companies and associations (over 1500 delivered), his public inside sales and prospecting two-day training seminars, he has authored over 100 audio, video, and printed and electronic learning resources, for over 29 years he has written and published the monthly Telephone Prospecting and Selling Report training newsletter, and for over 13 years his free weekly sales tips ezine.


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Customer Reviews

The book is very well written.
Sindhu
Art Sobczak's new book, "Smart Calling" will be the single greatest resource you have to do just that: make smart calls.
Ronald Ross
Highly recommend anyone serious about growing their sales results read this book.
Pam's Prestige

Most Helpful Customer Reviews

73 of 76 people found the following review helpful By Ian Brodie on March 31, 2010
Format: Hardcover
I've just finished reading a review copy of Art's book. I did it in one sitting.

As someone who is a consultant by trade, but who needs to sell; and who works with professionals who, like me, aren't primarily salespeople - my thoughts before reading were that this might have some relevance and a few tips I could glean for myself and my clients.

it turns out there was a whole lot more.

The book is aimed at salespeople - but it's highly relevant to consultants, lawyers and other professionals. The approach it teaches you is light years away from the painful, pushy calls you'll have received from telesales people in the past. It's client focused, and it's about establishing a genuine consultative dialogue with potential clients right from the off.

It covers a number of areas which professionals typically struggle with:

* How to research a potential client in advance so that the call becomes a warm rather than cold one
* The right words to use in the critical first 20 seconds to grab a prospects attention
* Ho to come across as a peer-level professional rather than a cheesy salesperson
* How to structure an engaging dialogue that gets prospects to take action
* How to stay motivated and avoid morale-sapping rejection

Personally, over the years, I've improved my telephone prospecting skills significantly. The more you do it, the more comfortable you get, and you slowly build up your knowledge of what works and what doesn't.

The trouble is, it's very slow progress. You learn more about what doesn't work than what does.

Art's book really helps you shortcut this process and learn what works in a professional and ethcial way for telephone prospecting.

Ian
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29 of 29 people found the following review helpful By Mazahreh on September 13, 2010
Format: Hardcover Verified Purchase
One of the best sales books I have ever read along with SPIN selling, and SPIN selling field book. Sales has three stages: Getting the appointment, the presentation, and follow up & closing. This guy has loads and loads of practical information regarding Getting the appointment. I am an individual life insurance salesman, and if you are calling 100 people to get 5 appointments, then after you read this book, you'll get 50 or 60 appointments (imagine how much would that affect your income). Get it without even thinking about it.
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32 of 35 people found the following review helpful By Mark D. Blodgett on April 1, 2010
Format: Hardcover
I have read or perused all the "cold calling" books out there. This is one of the best. Not only is Art at the top of his game in the training "biz" this guy can flat out write. Smart Calling is a no nonsense guide that can take an amateur in one evening and give them the skills they need to be confident and knowledgeable the next day. You will not have to spend hours skimming for how to leave a voice mail. All that you need is easy to find and easy to understand. Smart Calling is a must have for any sales library.

Mark Blodgett
Phone Warrior
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14 of 14 people found the following review helpful By Amazon Customer on March 18, 2012
Format: Hardcover Verified Purchase
If you're looking to take the pain and friction out of cold calling and be perceived as a genuine consultant that can help--and not a pushy salesperson that just wants a paycheck--then you should read this book.

While this book is written mainly for sales professionals, it applies to anyone that needs to sell their products or services as one of the many "hats" they wear in their business (which is just about everyone who is in business for themselves, whether they're a marketing consultant or lawyer).

This book covers many techniques and strategies that will help with your prospecting, such as...

- How to immediately warm a prospect up to you in your first call.

- A great way to keep a prospect from hanging up on you before you even get a chance to explain why he should listen to you.

- How to create the perception that you are a top-flight professional, not a desperate salesperson.

- How to deal with rejection and stay interested in making more calls.

- And more...

Like anything else, becoming a good salesperson takes a lot of practice, but this book will speed up the process considerably.

Please keep writing books, Art!
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29 of 35 people found the following review helpful By Great Review on July 15, 2011
Format: Hardcover Verified Purchase
OK, it give great tips. However, the books organization is down right awful.

If you are looking for an A-Z type scenario this is not it. This just basically gives you tips. What makes me more mad is the fact that I went to his website and read some of his newsletters.... THEY ARE IDENTICAL TO THE BOOK. Just go there and get the info.

The putting it together chapter. The one you would think should be the most comprehensive and break down of all the points you learned is awful.

There is no flow, to instruction on how to piece each part of it together.

There is some good lines in there, but at what instance should the be used? Where is the instruction on this?

One other huge flaw. He really thinks that you should find the name of someone and basically have them complain about whatever product they have, that you are currently wanting to sell them.

Than you go to the boss and say so and so was telling me as your start. As a business owner, I would not want to hear about how an employee hates something and I need to change it because of a sales man. Also, the employee likely does not want to be thrown under the bus like this.

Again, this book could have been fantastic. If it helped the reader understand a true format and plan. Not just chapters outlining stuff to say in different happenstance.

I was dissapointed. I read the whole thing wanting to get into a nice calling system, instead I got a lot of one liners.
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