Description
Book SynopsisTable of ContentsPreface ix
Part One The Smart Calling Concept 1
Chapter 1 Cold Calling is Dumb, but Prospecting is Necessary: Smart Calling is the Answer 3
Part Two Pre-Call Planning 17
Chapter 2 Creating Your Possible Value Proposition 19
Chapter 3 Intelligence Gathering: Making Your Calls Smart 35
Chapter 4 Using Social Engineering to Gather Intelligence 53
Chapter 5 Setting Smart Call Objectives and Never Being Rejected Again 63
Chapter 6 More Smart Ideas for Prior to Your Call 73
Part Three Creating and Placing the Smart Call 89
Chapter 7 How to Be Smart with Voicemail 91
Chapter 8 Working with Assistants 105
Chapter 9 Opening Statements: What to Avoid to Minimize Resistance 117
Chapter 10 Creating Interest with Your Smart Call Opening Statement 131
Chapter 11 Handling Early Resistance on Your Smart Calls 145
Chapter 12 Using Smart Questions 155
Chapter 13 The More Important Side of the Question: Listening 171
Chapter 14 Recommending the Next Step 177
Chapter 15 Getting Commitment for the Next Action 187
Chapter 16 Wrapping Up Calls and Setting Up the Next Action 199
Part Four Putting It All Together 209
Chapter 17 How to Sound Smart: Effective Telephone Communication 211
Chapter 18 Getting and Staying Motivated 217
Chapter 19 More Smart Calling Success Tips 231
Chapter 20 Smart Calling Reviews, Case Studies, and Makeovers 239
Time for Action! 253
Resources for Smart Calling Success 255
Recommended Reading 257
About the Author 259
Index 261
