Smart Calling : Eliminate the Fear, Failure, and Rejection from Cold Calling.
Art. Sobczak
Bok Engelsk 2013 · Electronic books.
Omfang | 1 online resource (256 pages)
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Utgave | 2nd ed.
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Opplysninger | Intro -- Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling -- Copyright -- Contents -- Introduction -- Who Will Benefit from Smart Calling? -- Taking Action Is Required -- Section One: The Smart Calling Concept -- Chapter 1: Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer -- Why Telephone Prospecting Is Both Essential and Profitable -- Cold Calling Myths, Smart Calling Truths -- Still Think Prospecting Doesn't Work? That's News to Someone Doing It -- The Answer: Smart Calling -- Smart Calling versus Cold Calling -- Section Two: Pre-Call Planning -- Chapter 2: Creating Your Possible Value Proposition -- Understanding Your Prospects and Why They Might Buy from You -- What Does Their Daily World Look Like? -- How Are They Measured in Their Jobs? How Can You, and Your Products or Services, Possibly Impact That? -- What Do Buyers Typically Want as It Relates to Your Type of Products or Services? -- What Do Buyers Typically Want to Avoid as It Relates to Your Type of Products or Services? -- Defining Your Possible Value Propositions -- What to Avoid (or Things That Would Cause Your Prospect to Say, "So What?") -- Pain and Gain -- The Easy Way to Provide Possible Value -- Are You Able to Help Cut Costs? -- How Are You Different? -- The Value You Have Already Provided for Others -- Do You Help Inadequacy? -- Value Is Not the Same for Everyone -- Smart Calling Action Steps -- Chapter 3: Intelligence Gathering: Making Your Calls Smart -- What Information Do You Want about Your Prospects? -- Identify and Look for Trigger Events -- Getting Personal -- He Won This Sale -- Where to Find Your Smart Information -- Your Database -- Exploring the Wealth of Online Information -- Your Prospect's Website -- Other Online Resources -- Google News Alerts.. - How to Steal Business When Your Competitor Undergoes Changes -- LinkedIn -- InsideView -- OneSource iSell -- Blogs -- Other Free and Paid Online Sources of Information -- Social Networking-or Social Not-Working? -- Twitter -- Facebook -- YouTube -- Smart Calling Action Steps -- Chapter 4: Using Social Engineering to Gather Intelligence -- With Whom Should You Engage? -- Assume What You Can't Get and You'll Always Be Right -- More Social Engineering Tips -- Ask Them to Be Your Eyes -- Get on the Approved List First -- Talk to Other Sales Reps -- An Example of Social Engineering in Action -- Social Engineering Feedback, and an Answer to an Objection -- Smart Calling Action Steps -- Chapter 5: Setting Smart Call Objectives and Never Being Rejected Again -- Thinking Big Gets Big Results -- How to Never Be Rejected Again: Accomplishing Your Secondary Objective -- Secondary Objectives Can also Pay Off in the Future -- Smart Calling Action Steps -- Chapter 6: More Smart Ideas for Prior to Your Call -- Is There a Best Time to Call? -- Ritualize Your Phone Time -- When You Are on a Roll, Stay in the Zone -- End with a Positive -- Great Days to Call: When Others Aren't or Won't -- Other Unconventional Times to Call -- After or before Hours -- Weekends -- Bad Weather Days -- Best Times for Follow-up Calls -- Warming Up a Smart Call -- E-Mailing before a Call -- Multimedia Messages -- How about Sending Unusual Items Prior to the Call? -- Get Direct Numbers -- Wildcard Searches -- Let Their Voice Message System Tell You -- Smart Calling Action Steps -- Section Three: Creating and Placing the Smart Call -- Chapter 7: How to Be Smart with Voice Mail -- Be Prepared -- Say You'll Call Back -- How Many Messages to Leave? -- Should You Vary Your Message On Repeat Calls? -- Listen to Their Entire Voice Mail Message -- Listen for Their Tone on Voice Mail.. - Listen for Their Key Terminology -- How to Make Eye Contact by Phone -- Verbal Nods -- Encouragement Statements -- Listen When They Lower Their Voice -- What Is Your Listening to Talking Ratio? -- It Would Be Tougher to Listen Your Way out of a Sale -- Smart Calling Action Step -- Chapter 14: Recommending the Next Step -- Pitching Is for Sports Only: Recommend Instead -- The Smart Call Recommendation Process -- Use the Words of Others to Be More Persuasive -- Social Proof -- The People Are Interested in Other People Principle -- Using the Principle of Consistency -- In the Sales Recommendation -- You Are Absolutely Going to Love This -- Smart Calling Action Steps -- Chapter 15: Getting Commitment for the Next Action -- The Commitment Phase Validates What Has Happened So Far -- Your Attitude Is More Important Than Your Technique -- Get Commitments on Every Call -- Movement Commitments -- Commitments to Meet with You -- The Ultimate Commitment: Buying from You -- Commitment for the Future -- Get Commitment with Nonthreatening Words -- Why Not Try This Question? -- Help Them Realize They Have Nothing to Fear -- Asking for More Gets More -- Ask for Action, Not Permission -- Smart Calling Action Step -- Chapter 16: Wrapping Up Calls and Setting Up the Next Action -- The Success of Your Follow-Up Call Is Determined on the Previous Call -- Summarizing the Call -- The Need or Problem and Their Interest -- What They Will Do -- What You'll Do -- When You'll Talk Next -- The Next-Call Agenda -- How to Set a Specific Time for the Follow-Up Call -- What to Put in Your Notes to Ensure a Great Follow-Up Call -- Use a Last-Resort Question before Giving Up -- Smart Calling Action Step -- Section Four: Putting It All Together -- Chapter 17: How to Sound Smart: Effective Telephone Communication -- Don't Sound Like a Salesperson.. - More Possible Ending Phrases -- Does Length Matter? -- The Time Issue -- An Unconventional Technique That I Have Heard Work -- Weasel Words -- You Have Also Created Your Smart Voice Mail Message -- Smart Calling Action Step -- Chapter 11: Handling Early Resistance on Your Smart Calls -- Use a Pattern Interrupt -- The Softening Statement -- It's So Simple Even a Fourth-Grader Can Do It -- Here's the One Place Where Sounding Dumb Works -- Responding When They Are Happy with Their Present Supplier -- How to Answer "Send Me Some Literature on That -- Why Should I Consider You? -- Responding When They Try to Rush You -- Simple Response to a Quick "Not Interested -- Handling the Early Price Question -- Early Resistance Case Study -- Gary's Results after Using the Questions -- Smart Calling Action Step -- Chapter 12: Using Smart Questions -- Use Your Possible Benefits to Create Questions -- Not All Questions Are Good Ones: How to Use Assumptive Problem Questions -- How to Create Assumptive Problem Questions -- The Loaded Benefit Question -- Practice the Iceberg Theory of Questioning with the Next Questions to Get Better Information -- More on Quantifying Needs, Pains, Problems, and Desires -- Avoid Questions That Scream "I Just Picked Up an Old Sales Book -- Questions to Learn about the Decision-Making Hierarchy and Process -- Determine What Annoys Them -- A Questioning Mistake -- Clarify the Fuzzy Phrases -- The Quality of Your Question Determines the Quality of Your Answer -- Don't Ask What They Like Best about Their Present Supplier -- Ask About Them -- Use Benefit Questions Instead of Inane Leading Ones -- Economize Your Questions -- Smart Calling Action Steps -- Chapter 13: The More Important Side of the Question: Listening -- Get More and Better Information by Simply Letting Them Talk -- Your Most Powerful Listening Tool: The Pause.. - Put the Directions in Your Notes to Save Time -- Opting Out to a Live Voice -- Use Your Prospect's Electronic System to Gather Intelligence -- Call Back Immediately -- Call at Different Times of the Day -- Give Your Number Twice -- Give Your Number Twice -- Here's My Number . . . -- Review Your Message, but Don't Assume You'll Always Have the Option -- Make Your Voice Mail Message Stand Out from the Clutter -- Use a Last Resort Message -- Handling Unreturned Voice Mail Messages -- Shady Voice Mail Tactics to Avoid -- Smart Calling Action Steps -- Chapter 8: Working with Screeners, Gatekeepers, and Assistants? -- What to Do -- Be Prepared to Sell the Screener If You Need to -- Tips for Working with Screeners, Gatekeepers, and Assistants -- Use a Conversational, Yet Confident Tone of Voice -- Get the Screener's Name -- Get Personal Information about the Buyer -- Ask the Screener about the Decision Maker's Preferences -- Listen for the Names of Others -- When They Want You to Send Information -- Reference the Pretty Ugly Brochure -- Getting Your Messages to the Buyer -- Will You Help Me? -- Go to the Highest Level -- For Buyers on Vacation -- Smart Calling Action Steps -- Chapter 9: Opening Statements: What to Avoid to Minimize Resistance -- What to Avoid Saying in the First 10 Seconds of Your Opening to Decision Makers -- Can You Help Me? -- Don't Apologize for Wanting to Help Them -- Thanks for Taking My Call -- Asking for a Decision, or Even Hinting at One -- Similar Questions -- Being Assumptive in the Opening and Using Declarative Statements -- Reacting to Unusual Names -- How Are You Today? Use It or Not? -- Smart Calling Action Step -- Chapter 10: Creating Interest with Your Smart Call Opening Statement -- The Jim Furyk Theory -- Two Objectives for Your Openings -- Scripting -- The Smart Call Interest-Creating Opening Statement Process.. - Record Your Calls and Review Them Regularly.. - 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.
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ISBN | 9781118637517
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