- Tapa dura: 256 páginas
- Editor: John Wiley & Sons Inc; Edición: 2nd Edition (29 de marzo de 2013)
- Idioma: Inglés
- ISBN-10: 1118588711
- ISBN-13: 978-1118588710
- Valoración media de los clientes: Sé el primero en opinar sobre este producto
- Clasificación en los más vendidos de Amazon: nº7.314 en Libros en idiomas extranjeros (Ver el Top 100 en Libros en idiomas extranjeros)
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Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling (Inglés) Tapa dura – 29 mar 2013
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Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and get a yes every time. Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.
Nota de la solapa
Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded--for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven never-experience-rejection-again system. Now in an updated Second Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection.
While other books on cold calling dispense such long-perpetuated myths as "prospecting is a numbers game" and salespeople need to "love rejection," Smart Calling empowers you to take action, call prospects, and get a yes every time. No matter whether you're a sales professional, freelancer, sports recruiter, or fund raiser, anyone who calls people they don't know with the objective of persuading that person to take action will learn from this book.
Cold calling is dumb. But telephone prospecting is essential for business sustainability and growth, and Smart Calling provides the answer. This proven process systematically prepares you for your calls and allows you to create a comfortable, welcoming atmosphere in which to do business over the phone. This indispensable guidance equips you to:
- Create your possible value proposition
- Gather intelligence to make your calls smart
- Use "social engineering" to get insight on your prospect
- Work with screeners, gatekeepers, and assistants
- Perfect your opening statement
- Minimize resistance
- Get a commitment for the next action
- Stay motivated
- And more!
This Second Edition also includes additional examples, tips, techniques, and success stories from readers, as well as information about new technology that will help you smarten up your calls. Get a "win" every time. Conquer your fears and master the art of the cold call through the genius of Smart Calling, Second Edition.Ver Descripción del producto
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Smart Calling taught me many new things and verified some "truths" that I had just poked around the edges like treating the receptionist or executive secretaries like CEOs.
There is SO MUCH more that this book with dog eared pages, highlights and notes will be on my desk for those times when I need inspiration, insight and truly to help clear the cobwebs when writing a proposal. It will be my go-to for quite a while!