are trying to improve their success on the phone, Art Sobczak has written the Smart Calling may be the best book on using the telephone I have ever read. Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, 2nd Edition. Art Sobczak. ISBN: Apr pages. Quantity. Proven techniques to master the art of the cold callCold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build.
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Opening Statement. Questioning. Recommendation. Commitment For Action. Wrap Up and Set Up Next Action. Pre-Call Planning. Do Your Smart Call Research. Smart Calling Art Sobczak - [Free] Smart Calling Art Sobczak [PDF] [EPUB] echecs16.info is a platform for academics to share research papers. An Example. “Hi Pat, I'm Art Sobczak, President of Business By Phone. I saw your post in the LinkedIn. Inside Sales Group we both participate in about looking.
His presentation is embedded below. He also talks about these secrets in his smart calling book of the same title. On the other hand, calling and prospecting are alive and well. A casino is a numbers game. Phone prospecting is a quality game because you need to be doing the right things to get the results you want. If you keep receiving negative responses, then there must have been something wrong with your approach.
It turns out that a "smart" call is simply one in which you've first done your research. There aren't even any interesting recommendations for research. Sobczak seems to think it was necessary to write a book to I read this book as part of an initiative at work and find myself completely disappointed in it. Sobczak seems to think it was necessary to write a book to "teach" us all that if the gatekeeper tells you that Mr.
Smith is out golfing when you call on Monday, you should ask him about golf when you call back on Wednesday. Confounded by your clairvoyance and wizardry, Mr.
Smith won't be able to help himself and will download whatever you're selling. He might even include you in his prayers that night. Zobczak claims his book will eliminate the fear, failure and rejection of cold calling. That's it. That's the whole of his advice on the matter. I'm not knocking social engineering. It's been a big part of sales for a long, long time.
I'm knocking it as the reason you'll never have to fear, experience failure or feel like you've been rejected on a cold call. I'm knocking it for presenting it like it's new information.
Raise your hand if your commission check is affected by finding out that the decision maker you're calling is out golfing. I read the kindle version of this book and I felt like the entire first half of the book was written in hyperlink.
It was one book recommendation after another. I, personally, didn't find the author credible enough that I'd be following his recommendations.
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Share your thoughts with other customers. Write a customer review. Customer images. See all customer images. Read reviews that mention smart calling highly recommend great book art sobczak must read easy to read cold call recommend this book well written ever read thanks art eliminate fear inside sales call reluctance years ago old school failure and rejection far the best download this book fear failure.
Top Reviews Most recent Top Reviews. There was a problem filtering reviews right now. Please try again later. Kindle Edition Verified download. This is by far the best book I've read so far that focuses on cold calling in a B2B environment.
It's very well written. It must be noted that this book is for those going after "high hanging fruit sales" - ie: Totally different philosophy. Hardcover Verified download.
If you have no exposure to sales then this might be a good place to start. That said, let me sum up the book I might add the title is a bit misleading. The author postulates that if you properly prepare for a cold call excuse me, "Smart Call" then you will eliminate fear, failure and rejection. That is not entirely true. You can prepare well for a public speech but that doesn't necessarily remove any physiological manifestations of fear of public speaking.
The book is full of tips on how to help you prepare for the call. There is pretty much nothing in there about how to calm anxiety or work through fear of rejection. Thinking that I have "sold" myself and services for over 30 years, I turned to this book since my direction has changed. Previously my sells were to friends and people that I have helped for many years Now, I am "cold calling" and working to sell and simultaneously create friendships.
It is wonderful but many times I have become frustrated and over-whelmed. 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! If you're looking to take the pain and friction out of cold calling and be perceived as a genuine consultant that can help--and not a pushy salesperson that just wants a paycheck--then you should read this book.
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 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! I highly recommend the book. I have a startup business and sales was not my strongest area of expertise.
Not only have my phone sale skills been improved, but I am able to apply the same techniques to networking events and everyday conversations. This book has given me the ability to pull the sales rope down the path instead of trying to push the rope and go nowhere.
The book is fairly well written, a bit wordy in some areas. However, the advice is OK in parts but much of it is out of date. This would have been fine in its time, but now, things have changed so drastically that telemarketers are having to change tactics and presentations completely.
I think the author knows telemarketing. An up-dated book with some really critical re-writes on his part might be welcome by telemarketers. They are having a hard time right now and many of them are just leaving the business. Also, potential customers have to deal with out-sourced callers from the Philippines and India who are making it hard for anyone calling a business here in this country because they aggravate business owners so much that they don't want to talk to anyone and get mad that you even called.
An updated book addressing this and other economical problems in today's business world would certainly be an asset. 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 In short, this book is about professional selling by phone in 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 Thanks, Art, for a book that makes sense and lots of Dollars also.
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