- Tapa dura: 256 páginas
- Editor: John Wiley & Sons Inc; Edición: 2 Rev ed. (10 de mayo de 2013)
- Idioma: Inglés
- ISBN-10: 1118588711
- ISBN-13: 978-1118588710
- Clasificación en los más vendidos de Amazon: nº72.060 en Libros en idiomas extranjeros (Ver el Top 100 en Libros en idiomas extranjeros)
- Ver el Índice completo
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling (Inglés) Tapa dura – 10 may 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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This is by far the best book on the market, not cold calling, but smart calling. I have been in media outside sales for 20+ yrs. I first found Art's website and newsletters when I was working for a media company who had just launched their website right before the bubble burst on dotcoms. I was the accounting manager for the company, and the "sales people" could not close a deal. The VP asked me to try my hand at cold calling, he thought I would be great at it. I used Art's smart calling methods. Using his techniques, when the bubble burst, I was still able to educate and sell clients into the media's website. I sold over 90 clients into their website using Art's methods, over the phone. Let me say this again, I closed the deals over the phone.
This was during the time, most people did not know what a website was or why they should have one. I continued to use his methods when I moved from the internet media sales to the TV media sales and then to print directory sales. Using his methods, I was Top Producer of new business for all three media companies. Again, closing the deals over the phone.
I went back to my accounting background when the real estate crashed for several years. I started my own company recently, and after hitting a brick wall in cold calling, I remembered Art's methods. I recently purchased a couple of his books, attends webinars, created the scripts. I recently landed my biggest client to date. Again, I closed them over the phone. If I had not used his methods, I would not know the client was experiencing many issues with their current vendor. I finished fine tuning my scripts yesterday and am excited to get on the phones today and make smart calls.
If you are in sales (Aren't we all?) and are serious about being the best (Why do it if you're not?) I recommend you purchase this book. If you only purchased one book, with all the LinkedIn, Facebook, marketing books, PURCHASE THIS ONE! Sign up for his webinars and newsletters. Follow his instructions, and you will be successful.
The book is outline in a way that makes it easy to follow, and takes step by step. BUY IT!!
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!