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| Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling |  | Author: Art Sobczak
Publisher: Wiley
Category: Book
List Price: $21.95
Buy New: $13.23
as of 9/8/2010 18:39 CDT details
You Save: $8.72 (40%)
New (29) Used (7) from $13.23
Seller: indoobestsellers
Rating:  29 reviews
Sales Rank: 5,372
Media: Hardcover
Pages: 256
Number Of Items: 1
Shipping Weight (lbs): 1.1
Dimensions (in): 9.1 x 6.2 x 1
ISBN: 0470567023
Dewey Decimal Number: 658.872
EAN: 9780470567029
ASIN: 0470567023
Publication Date: March 29, 2010
Availability: Usually ships in 1-2 business days
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Product Description
Praise for SMART CALLING "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 "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "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."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
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| Customer Reviews:
Showing reviews 1-5 of 29
Not Just For Salespeople April 1, 2010
Ian Brodie (Manchester, UK)
10 out of 10 found this review helpful
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
Smart Art Calling! April 1, 2010
Mark D. Blodgett (Dayton Ohio)
6 out of 6 found this review helpful
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
Effective Twenty First Century TeleSales Classic May 12, 2010
Harrison Greene (Northborough, MA, USA)
2 out of 2 found this review helpful
Finally. Art has written a 21st Centrury classic about selling by phone. Gone are the teles-ales tricks that made teles-sales synomous with sleaze. This book is about what every salesperson who works by phone really needs to know today: How to treat the customer with respect, how to be consultative and not transactional, how to make quality calls, how to research and make calls that make sense. Use of the methodology Art advocates has another real benefit... reprsentatives who use his psychology like their job a whole lot better because they receive less rejection, achieve more success, and become more committed employees.
In short, this book is about professional selling by phone in 2010.
Having worked with inside sales teams extensively during the last 15 years, I know firsthand that Art's methodology works. I have seen fewer calls being made, more quality contacts being generated, and more sales ultimately result... and most of those sales were for products or services that the prospect did not realize were available.
Thanks, Art, for a book that makes sense (and lots of Dollars also).
Harrison Greene
Unique Selling Systems, Inc.
Northborough, MA
Don't Lend This One Out - Have Them Get Their Own April 21, 2010
Carol Raynor (Beautiful, Virginia USA)
1 out of 1 found this review helpful
This is one of the most POWERFUL books I have read concerning phone sales (and I have a monster library of books). The material can be used for warm market and list calls also. Being an avid reader, I usually breeze through books. I took some time with this one and followed the "Action Steps" at the end of each chapter. I recognized some calling mistakes I was making and have rewritten my script and voice mail to leave.
Excellent read (and action) for those who are are afraid to do cold calls or not. If they are not getting the responses they want from sales calls this is a must read book. For real, don't lend this book out - you won't get it back - make them get their own. This book will sit by my phone instead of on the book shelf.
Best Book On Telephone Prospecting May 4, 2010
James R. Brown (Slidell, Louisiana)
1 out of 1 found this review helpful
Smart Calls may be the best book on using the telephone I have ever read.
I am the Designated Broker for Keller Williams Realty Professionals a 100+ agent office. I recommended the book to all 100+ and explained that it was written more towards a "corporate caller" than it was to a homeowner but the principles are just as valid, maybe even more so. Granted it would be difficult to find "social engineering" regarding homeowners but that would not preclude agents from gathering real information about their neighborhoods; the good, the bad and the ugly. As I read the book I put myself in the position of the person being called upon and could not help but feel the principles and techniques described would in fact result in a positive conversation. In other words, I truly believe I would be treated as I would want to be treated rather than just another "number" being called. Great, great, great book. I would highly recommend it for anyone in any type of sales position. You could not help but learn from it.
Showing reviews 1-5 of 29
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