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Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, 2nd Edition by Art Sobczak

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INDEX

“About-them” mind-set

Accounts payable and receivable

ACTION sales model

Add-on Selling (Domanski)

“Ah Counters”

Allport, Gordon

Amazon.com

American City Business Journals

Amy Vanderbilt Complete Book of Etiquette (Tuckerman and Dunman)

Annoying phrases

Answer to objection

Approved list

Asking attitude

Asking for a decision

Asking gets action

Assistants. See also Screeners

calendar information
cell-phone number
information from
name of
reference made to
working with

Assumptive problem questions

Authority

Bacon, Francis

Bechtel, Michael

Benefit vs. free

Benefits

defined
of secondary objectives

Bergoust, Eric

Berkley, Susan

The Big Idea (TV program)

Blogs

Boomtown (TV program)

BORBA

Boyan, Lee

Brainstorming

Brush-off

Budget

Buffington, Perry

Buyers

avoidance issues
daily world
follow
gatekeepers treatment as
getting messages to
impact
motivation
personal information about
on vacation
value perception
wants of
ways to find

Buying decision

influence
people in

Buying process in progress

Call summary ending

need and interest
next-call agenda
what each will do
when to talk next

Call-backs

Caller ID

Calls

opening
review and fine tune

Carnegie, Dale

Cheap Psychological Tricks (Buffington)

Churchill, Winston

Cialdini, Robert

Cold calling

Etherington on
myths of
numbers game of
vs. Smart Calling
term

Cold Calling for Chickens (Etherington)

Commitment

vs. close
momentum toward
of prospects

Commitment for next action

ask for action not permission
asking for more gets more
attitude vs. ...

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