Table of Contents

INTRODUCTION 1
SECTION ONE The Smart Calling Concept 5


CHAPTER 1 Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer 7


SECTION TWO Pre-Call Planning 19


CHAPTER 2 Creating Your Possible Value Proposition 21


CHAPTER 3 Intelligence Gathering: Making Your Calls Smart 37


CHAPTER 4 Using Social Engineering to Gather Intelligence 57


CHAPTER 5 Setting Smart Call Objectives and Never Being Rejected Again 65


CHAPTER 6 More Smart Ideas for Prior to Your Call 73


SECTION THREE Creating and Placing the Smart Call 85


CHAPTER 7 How to Be Smart with Voice Mail 87


CHAPTER 8 Working with Screeners, Gatekeepers, and Assistants? 99


CHAPTER 9 Opening Statements: What to Avoid to Minimize Resistance 109


CHAPTER 10 Creating Interest with Your Smart Call Opening Statement 123


CHAPTER 11 Handling Early Resistance on Your Smart Calls 133


CHAPTER 12 Using Smart Questions 143


CHAPTER 13 The More Important Side of the Question: Listening 159


CHAPTER 14 Recommending the Next Step 165


CHAPTER 15 Getting Commitment for the Next Action 175


CHAPTER 16 Wrapping Up Calls and Setting Up the Next Action 185


SECTION FOUR Putting It All Together 195


CHAPTER 17 How to Sound Smart: Effective Telephone Communication 197


CHAPTER 18 Getting and Staying Motivated 203


CHAPTER 19 More Smart Calling Success Tips 215


CHAPTER 20 A Smart Call Case Study and Makeovers 221


ABOUT THE AUTHOR 233


INDEX 235

About the Author

Art Sobczak is President of Business By Phone Inc., specializing in helping salespeople maximize their positive results when using the phone as part of their sales process. As an internationally known speaker and trainer, he has delivered over 1,500 training programs and workshops over the past thirty years to companies large and small, associations, and at his two-day public seminars. He has been a member of the National Speakers Association for over twenty years and is a regular presenter at their national conferences and regional workshops.