By Art Sobczak

Praise for clever CALLING
"Finally, a revenues ebook that is smart! As a grasp revenues coach, paintings nailed—no, obliterated—the #1 worry of promoting during this nice ebook: chilly calling! enable him train you to prevent chilly calling and begin Smart Calling!"—LARRY WINGET, tv character and big apple instances bestselling author
"Smart Calling is the benchmark because the maximum expert ordinary for potent chilly calling. Take the initiative to learn and enforce Art's rational rules and you may promote even more and strengthen a prospect base of capability buyers who will name you after they are able to buy or graciously take your destiny calls. this is often the easiest revenues textual content i've got learn some time past twenty years."—REX CASWELL, PhD, vice president, LexisNexis phone Sales
"You get just one likelihood to make the best impact in revenues. If a most sensible prospect will get 100 calls every week, you must be the only he recalls and buys from. Art's confirmed tools create a distinct model for you and place your providing because the best choice. Art's recommendation isn't simply clever, it's priceless."—BOB SILVY, vice chairman, company advertising and marketing, American urban company Journals
"Smart Calling successfully allows inside of revenues reps and firms to complete a most sensible priority—acquiring new clients. Art's pragmatic and actionable suggestions increases productiveness, good fortune, satisfaction."—BILL McALISTER, SVP, within revenues, McAfee
"A must-read, must-own e-book for an individual who desires to elevate their revenues without delay with much less attempt and extra enjoyable. I'm so convinced this ebook is a winner for somebody who must name clients that I'll for my part guarantee you that your effects increases substantially after studying it, or I'll ship you your funds back."—MIKE religion, CEO & President,, Inc.
"If you must make a primary name to somebody, for no matter what cause, this ebook is for you. greater than logic, it's a real-world, no-fluff, basic process that anybody can use to be successful."—DARCI MAENPA, President, West Coast bankruptcy, American Teleservices organization; Director, Member help, Toastmasters foreign

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Additional info for Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling

Example text

Oh, really, by whom? That’s as meaningless as when CNN says it’s the most respected name in news. We’re a National Company with 30 Locations What if I’m a little company doing business in my local zip code? We Have a Commitment to Quality That’s nice. Who doesn’t? How will that help me, specifically? We Were the First to . . So? What have you done since then, and how will it help me? We Provide Cost-Effective Solutions . . Uh-huh, and that means . . what . . exactly, as it relates to what I want?

Defining Your Possible Value Propositions You’ve probably noticed that I’ve used the term Possible Value Proposition several times. What’s up with the “possible” part, you might be wondering? Well, if you’ve been through any type of sales training, you might have been taught to sell the benefits. But there are some problems with that. r Most of what sales reps and marketing people believe to be benefits are actually not at all of personal interest to prospects. These benefits simply state facts about products and services and are many times just cutesy slogans that mean nothing.

For example, viewers might watch what appears to be a bank robber running from the scene of the crime. But as it turned out, when you heard the story told from the perspective of other people at the scene, various individuals had quite diverse slants on what actually occurred; even though they had all witnessed the same event. What does this have to do with sales? As salespeople, we have opinions and feelings about why people should buy from us. However, our prospects might—and often do—have quite different thoughts and feelings.

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