Smart Calling, 3rd Edition

Preface

When I wrote the first edition of Smart Calling in 2010, I had a feeling it would do pretty well. I had been teaching the same things in my training programs for years; it was field tested. Even so, the book’s reception blew me away.

The book hit number one in the Sales category on Amazon on the very first day and it stayed there for a while. It was named Top Sales Book of 2010 by Top Sales Awards, beating out some other very fine books by big-time authors. It continued to sell well, and the process was embraced and implemented by individuals and organizations worldwide.

Three years later, Smart Calling continued to thrive, so it was updated. The second edition included success stories from Smart Callers using the process.

Now, 10 years after its original publication, it is humbling and gratifying that Smart Calling is more than a good read; it has changed lives.

This book has helped people who had been terrified to pick up the phone and talk with a stranger. Some readers find success on their very first call and others have become millionaires. This edition includes both kinds of stories.

I’ve had the opportunity to speak to hundreds of companies, groups, and associations, helping them implement and succeed with this common-sense way of prospecting—one that removes the cold.

While the fundamentals of the Smart Calling process have not changed much, it is time to share more of the best practices and success stories of Smart Callers.

Technology changes daily, so this ...