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

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CONTENTS

Introduction

Section One: The Smart Calling Concept

Chapter 1: Cold Calling Is Dumb, but Prospecting Is Necessary

Why Telephone Prospecting Is Both Essential and Profitable

Cold Calling Myths, Smart Calling Truths

Still Think Prospecting Doesn’t Work? That’s News to Someone Doing It

The Answer: Smart Calling

Smart Calling versus Cold Calling

Section Two: Pre-Call Planning

Chapter 2: Creating Your Possible Value Proposition

Understanding Your Prospects and Why They Might Buy from You

Pain and Gain

The Easy Way to Provide Possible Value

Are You Able to Help Cut Costs?

How Are You Different?

The Value You Have Already Provided for Others

Do You Help Inadequacy?

Value Is Not the Same for Everyone

Smart Calling Action Steps

Chapter 3: Intelligence Gathering

What Information Do You Want about Your Prospects?

Identify and Look for Trigger Events

Getting Personal

He Won This Sale

Where to Find Your Smart Information

Your Database

Exploring the Wealth of Online Information

Other Online Resources

Google News Alerts

How to Steal Business When Your Competitor Undergoes Changes

Social Networking—or Social Not-Working?

Smart Calling Action Steps

Chapter 4: Using Social Engineering to Gather Intelligence

With Whom Should You Engage?

Assume What You Can’t Get and You’ll Always Be Right

More Social Engineering Tips

An Example of Social Engineering in Action

Social Engineering Feedback, and an Answer to an Objection

Smart Calling Action Steps

Chapter 5: Setting Smart Call Objectives and ...

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