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Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
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24 of 27 people found the following review helpful
on August 30, 2013
Format: Kindle EditionVerified Purchase
I have recently started a new business and I have to cold-call to bring on new customers. It's something I have done previously and I absolutely HATED it, so returning to it was filling me with dread. However, as the success of my new business will hinge on my ability to cold call, I decided I had to do something about it.

Art Sobczak's book has given me a whole new outlook on calling as a way of generating business. The main reason I disliked cold calling so much is because I used to struggle with rejection, and I also consider myself to be a friendly, easy going person so I didn't like the way that cold calling always feels like a battle with the person on the other end, and I didn't enjoy annoying them. Due to reading this book, I now see that cold calling doesn't have to be (and hasn't since I've started doing it again) a constant battle. Cold calling is now just a part of my day, the same as all the other tasks I do.

Gone are the days when I'd do any task other than making a cold call, even though I knew it was the one thing I needed to be doing most. If I have a list of 50 telephone numbers I want to dial, I can now just chip through it easily rather than call zero, one or two of them and give up.

For me I'm lucky in that I am naturally quite a good salesperson, and can handle inbound and face to face sales pretty well. Outbound calling was almost a phobia for me, but now it definitely isn't. The main reason I purchased this book was to cure this phobia, and for my business it is the best $10 I'll ever spend.

As a side note - as I felt that my condition was more of a 'phobia' than just being an awful salesperson I decided that I needed to train myself to ENJOY calling, otherwise even though I could make successful cold calls I would still dread everyday that I had to make them. Therefore due to the author's recommendation in this book I purchased a self-help/positive attitude book called Pivot by Alan Zimmerman, which I found to be a wonderful help as well and together these two books have completely changed my outlook on cold calling and the result is I'm picking up thousands of dollars in new business every week, and I'm enjoying every minute.

Over the past couple of weeks I've read three cold calling books on my kindle (the top three listed for 'Cold Calling'. This one is by some distance the best.

If you simply need help with you cold calling sales technique then Smart Calling is the perfect book for you. If like me you have a bit of cold calling, then I advise you to purchase this book along with Alan Zimmerman's Pivot.
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12 of 13 people found the following review helpful
on August 10, 2013
Format: HardcoverVerified Purchase
I just finished reading this book. I was on the fence about buying this book because I do use the phone to make appointments but I don't really sell over the phone. I was familiar with the author's reputation through his website and based on that plus what I was able to read in the book through the "Look Inside" feature on Amazon, I decided to buy it.

I'm really glad I did.

Why? Well, first the book is interesting. I would finish one chapter and immediately launch into the next one. I feel like I am getting good information.

Mr. Sobczak includes "Smart Calling Exercises" throughout the book that ask you to stop and list some information, write an opening, etc. I like this because it forces me to apply the principles I'm learning as I go along. I think this helps me retain and apply the information.

I've realized that there are many things I could improve when I am using the phone to contact prospects.

I can even see some of his advice helping me with face to face sales calls too.

I'll just say that I hope Mr. Sobczak never calls me to sell me anything--I might not be able to resist!
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8 of 8 people found the following review helpful
on August 14, 2014
Format: Hardcover
Before reading Art's book my opinion was that calling prospects on the phone was an outdated and useless idea. The truth is I didn't know how to create interaction with customers on the phone and build up an interest in their mind. Art walks you through every step in how to create a sold "Smart Calling" script and why you should focus on those areas during your call. The first time I read the book I didn't grab a pen and paper as suggested. So the second time I read it I took the time to begin making the notes and putting together my scripts. I have to say that my confidence shot through the roof after I was able to identify the value I can offer customers and understand how to engage them in a solid conversation vs a lousy sales pitch. If you take the time to write out your notes and complete the exercises as Art suggests you will profit greatly from this book. If you're not willing to invest the time in yourself I wouldn't bother. This is an excellent book written to help you succeed by creating real life scripts you can begin using day one. It's not a book of ideas. It's a book of action.
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7 of 7 people found the following review helpful
on June 13, 2013
Format: Hardcover
This is the third of Arts books I read. As a telemarketing trainer and having generated substantial income for my clients within the fitness industry I wish I'd had his latest book 15 years ago.

Art makes everything easy to read and comprehend,as the owner of many books on telemarketing this rates amongst the best(and no I'm not related)A very useful and essential addition to your library.
And as with anything use and absorb whats useful to you and leave the rest.
Kim Martin
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9 of 10 people found the following review helpful
on January 30, 2014
Format: Hardcover
I have never had a cold calling job in my life before, however I recently decided to begin my own consulting venture and as a result needed to learn it quickly if I wanted any hope of succeeding. I tried a few on my own based on how I thought they were meant to sound and from a few articles I had read online. I can't even begin to tell you how bad they were but believe me they were awkward at best. This book was amazingly helpful at breaking down each and every part of how the call should go, what you should say, why you should say it and then how to deal with various reactions.

I am set to start making my first calls again tomorrow morning and I am actually excited to do so where as before it was filling me with dread and I had been avoiding it for well over a week now.
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6 of 6 people found the following review helpful
on October 31, 2013
Format: HardcoverVerified Purchase
Great book for ALL sales people. Ideas are not new, but how to execute the process is explained in great detail
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5 of 5 people found the following review helpful
on June 13, 2013
Format: Hardcover
This book changed my life. My confidence shot through the roof after reading it. What was once a dreaded task is now one my favorite activities, thanks to what I learned in this book. A must read for anyone that wants to achieve more success!
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4 of 4 people found the following review helpful
on September 3, 2014
Format: HardcoverVerified Purchase
Best Sales Book!

I have been in phone sales for over 10 years. I have read every sales book from top to bottom. This book is gold. All my years in sales, this book is the one. The content he provides is so good! Art really knows his stuff, and truly cares about increasing your sales. This book will generate more income in your sales profession. As a sales guy this is very easy to read with great content.

The sales techniques in this book work very well. I actually did take action on his teachings and I did close deals. All you have to do is follow what he tells you in this book and you will be successful. From sales guy to sales guy, I guarantee you that you will close more deals after you read this book.

This is my #1 favorite sales book. I hope many more sales professionals that sell on the phone would read this book and have much sales success!
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5 of 5 people found the following review helpful
on June 13, 2013
Format: Hardcover
This book shows you how to take the pain away from the one of the most dreaded elements in the sales chain - worth every penny!!
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4 of 4 people found the following review helpful
on October 15, 2014
Format: HardcoverVerified Purchase
I will keep this brief - I have been in sales for over 25 years - Like Art, I have sales books lined on bookshelves and filling a few boxes (hard to get rid of). Just when you think you have read and learned it all - think again! This is absolutely the best book I have ever read on cold calling - period. If you want to learn how to sell the right way through non-manipulative prospect engagement - buy this book now - you will not be disappointed. This book is not theory, it is a book for applying simple and practical strategies. I would, however, read the entire book first and then go back and craft your strategy - buy this today!
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