Smart Calling
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Product Description
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
—Jeffrey Gitomer, author of The Little Red Book of Selling
Product Description
How to avoid rejection and get a win on every sales call
Cold calling is not only the potentially fastest and most profitable way to initiate a new sales contact and insert oneself into a buying process–– it′s also one of the most dreaded tasks a salesperson could perform. The solution is Art Sobczak′s unique, never–experience–rejection–again system, Smart Calling. Smart Calling is a guide to placing sales calls while minimizing the pain, fear, and rejection associated with cold calling, and being successful in achieving one′s objective. While other books on cold calling dispense long–perpetuated myths, this book empowers readers to take action, call prospects, and hear "Yes" more often.
- Full of hundreds of real–world examples with word–for–word conversational language
- Sobczak′s proven process will appeal to even the most calling–averse person
- Outlines specific techniques for avoiding the pain of rejection and turning a cold call into a successful sales opportunity
No salesperson should pick up the phone without reading this book and absorbing its clear, field–tested methods for turning the cold call from a nasty and often fruitless rite–of–passage to profitable tool.
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
61 reviews
52 of 55 people found the following review helpful
Not Just For Salespeople
1 April 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
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
25 of 26 people found the following review helpful
Smart Art Calling!
1 April 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
Mark Blodgett
Phone Warrior
18 of 18 people found the following review helpful
For Retail or Corporate
13 Sep 2010
Format:Hardcover|Amazon 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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