zone1

footer

mega-menu

secondary-storefront-menu

single-column

container

secondary-account-menu

Profile

Orders

Wish List

Fast Order Entry

My Account

products

Marketing materials, training documents, discovery services

cengage:card

FIND YOUR SALES REPRESENTATIVE

cengage:column

Get marketing materials, training documents, discovery services.

PRODUCT SUPPORT

CUSTOMER SUPPORT

Report technical issues, errors, check system status

TECHNICAL SUPPORT

Manage product preferences, generate usage reports, simplify administrative tasks.

ADMIN TOOLS

support

cengage:galethorndikeseo

footer-social-menu-component

footer-menu

Academic Institutions

K-12

Public Libraries

Government and Special Libraries

Statewide Programs

Institutions

Databases

Primary Sources

Digital Humanities Tools

eLearning

Schools/K-12 Curriculum

Books

Large Print Books by Thorndike Press

Products

Find Your Rep

Product Support

Technical Support

Customer Support

Admin Tools

Accessibility Policy

Support

About Us

Blogs

Press Center

Events

News

Careers

Partnerships

Contact Us

Our Company

zone2

config

Browse by Institution Type

Browse by Product Type

%1 products have been added to your cart but %2 have been backordered and will be fulfilled when stock is available

Product on backorder

Current quantity limit is [maxProductQuantity], please, navigate to the cart page and change quantity of product

You will be able to resubmit promo in ${countdown} seconds. test

Please note that the taxes displayed on our website are estimated and subject to adjustment. The actual tax charges will be determined and settled during the final invoicing of your order

product-detail-component

Would you like to go to the Gale {{RECOMMENDED_COUNTRY}} site instead?

It looks like you're visiting from {{DETECTED_COUNTRY}}.

main

International

North America

China

Japan

Latin America

Brazil

Region

Set your region:

footer-legal-menu-component

footer-legal-menu

Terms of use

Privacy

secondary-primary-menu

gale-footer

header

FIND YOUR REP

support-order-2

footer-menu-component

footer-social-menu

Sign Up for Emails

CONNECT WITH GALE

Stay up-to-date with the latest Gale news, exclusive offers, and more.

facebook

linkedin

instagram

youtube

SOCIAL ICONS

zone3

You may already have access to Gale content through your institution.

STUDENTS AND RESEARCHERS

support-order-1

Account Information

bundle-connector

header-component

Request a Trial

SMART CALLING: ELMNT FEAR FAILURE RJCTN COLD CALLING 2

Business Communication

Business & Economics

Gt Product Group

Binding Format

Marketing Imprint Name

B2B GT

CL Carton Count

Imprint Name

B2B & B2C

Cold calling is not only the potentially fastest and most profitable way to initiate a new sales contact and build business; it's also one of the most dreaded tasks a salesperson could perform and hated by most recipients. The solution is Art Sobczak's proven, never-experience-rejection-again system, Smart Calling, 2/ethis time with 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 gain "yes" results every time. The updated information will reflect changes and advances in the information-gathering that comprises the Smart part of the calling. In addition, to further enhance the value and credibility of the book, it includes more actual examples and success stories from readers and users of the first version.

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling

Library Adult

12th Grade +

Smart Calling

Duration

Duration Unit Of Measure

Transaction Type

Front Cover.
Other Frontmatter.
Half Title Page.
Title Page.
Copyright Page.
Contents.
1: Introduction.
2: The Smart Calling Concept.
3: Cold Calling Is Dumb, but Prospecting Is Necessary Smart Calling Is the Answer.
4: Pre-Call Planning.
5: Creating Your Possible Value Proposition.
6: Intelligence Gathering Making Your Calls Smart.
7: Using Social Engineering to Gather Intelligence.
8: Setting Smart Call Objectives and Never Being Rejected Again.
9: More Smart Ideas for Prior to Your Call.
10: Creating and Placing the Smart Call.
11: How to Be Smart with Voice Mail.
12: Working with Screeners, Gatekeepers, and Assistants?.
13: Opening Statements What to Avoid to Minimize Resistance.
14: Creating Interest with Your Smart Call Opening Statement.
15: Handling Early Resistance on Your Smart Calls.
16: Using Smart Questions.
17: The More Important Side of the Question Listening.
18: Recommending the Next Step.
19: Getting Commitment for the Next Action.
20: Wrapping up Calls and Setting up the Next Action.
21: Putting It all Together.
22: How to Sound Smart Effective Telephone Communication.
23: Getting and Staying Motivated.
24: More Smart Calling Success Tips.
25: A Smart Call Case Study and Makeovers.
About the Author.
Index.

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling.css-1p8rvzy{position:absolute;padding-left:8px;}

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling