Summary of Smart Calling

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Rating

8 Overall

8 Applicability

7 Innovation

7 Style


Recommendation

Art Sobczak has been successfully selling over the telephone since he was 14. Now in his 50s, he seems to know practically everything about cold calling – make that, telephone prospecting – and selling. In the second edition of his manual, Sobczak shares his trade secrets. His original book reached number one in Amazon’s sales the first day it was listed and, in 2010, Top Sales Awards named it the year’s best sales book. Sobczak specializes in “Smart Calling,” a strategy that sales professionals can follow to turn phone prospecting into a positive experience for everyone involved. Sobczak offers compelling conversational methods that elevate prospecting into an activity requiring skill, intelligence and an agile wit. He transforms phone sales – an activity most salespeople avoid – into a rewarding or, at least, more tolerable and productive, experience. getAbstract recommends his program and commends his engaging outlines and explanations. Salespeople should relish reading these insights, which should be required texts for anyone who must use phone calls to convince strangers to do what they want them to do, including job seekers, freelancers, recruiters and fundraisers.

In this summary, you will learn

  • Why cold calling doesn’t work,
  • Why “Smart Calling” does and
  • How to do it.
 

About the Author

Art Sobczak, the founder of Business By Phone, has taught phone prospecting and sales for more than 30 years.

 

Summary

Stop Cold Calling; Start “Smart Calling”
Cold calling – phoning strangers and pitching them to buy something – is stupid and humiliating. Plus, it doesn’t work. Most salespeople don’t understand the nuances of prospecting over the phone. Many rely on sleazy techniques that are sure to...

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