{"product_id":"smart-calling-9781119676720","title":"Smart Calling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One The Smart Calling Concept 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Cold Calling is Dumb, but Prospecting is Necessary: Smart Calling is the Answer 3\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two Pre-Call Planning 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 Creating Your Possible Value Proposition 19\u003c\/p\u003e \u003cp\u003eChapter 3 Intelligence Gathering: Making Your Calls Smart 35\u003c\/p\u003e \u003cp\u003eChapter 4 Using Social Engineering to Gather Intelligence 53\u003c\/p\u003e \u003cp\u003eChapter 5 Setting Smart Call Objectives and Never Being Rejected Again 63\u003c\/p\u003e \u003cp\u003eChapter 6 More Smart Ideas for Prior to Your Call 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three Creating and Placing the Smart Call 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 How to Be Smart with Voicemail 91\u003c\/p\u003e \u003cp\u003eChapter 8 Working \u003ci\u003ewith \u003c\/i\u003eAssistants 105\u003c\/p\u003e \u003cp\u003eChapter 9 Opening Statements: What to Avoid to Minimize Resistance 117\u003c\/p\u003e \u003cp\u003eChapter 10 Creating Interest with Your Smart Call Opening Statement 131\u003c\/p\u003e \u003cp\u003eChapter 11 Handling Early Resistance on Your Smart Calls 145\u003c\/p\u003e \u003cp\u003eChapter 12 Using Smart Questions 155\u003c\/p\u003e \u003cp\u003eChapter 13 The More Important Side of the Question: Listening 171\u003c\/p\u003e \u003cp\u003eChapter 14 Recommending the Next Step 177\u003c\/p\u003e \u003cp\u003eChapter 15 Getting Commitment for the Next Action 187\u003c\/p\u003e \u003cp\u003eChapter 16 Wrapping Up Calls and Setting Up the Next Action 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Four Putting It All Together 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 17 How to \u003ci\u003eSound \u003c\/i\u003eSmart: Effective Telephone Communication 211\u003c\/p\u003e \u003cp\u003eChapter 18 Getting and Staying Motivated 217\u003c\/p\u003e \u003cp\u003eChapter 19 More Smart Calling Success Tips 231\u003c\/p\u003e \u003cp\u003eChapter 20 Smart Calling Reviews, Case Studies, and Makeovers 239\u003c\/p\u003e \u003cp\u003eTime for Action! 253\u003c\/p\u003e \u003cp\u003eResources for Smart Calling Success 255\u003c\/p\u003e \u003cp\u003eRecommended Reading 257\u003c\/p\u003e \u003cp\u003eAbout the Author 259\u003c\/p\u003e \u003cp\u003eIndex 261\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407116640599,"sku":"9781119676720","price":17.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119676720.jpg?v=1730498239","url":"https:\/\/bookcurl.com\/products\/smart-calling-9781119676720","provider":"Book Curl","version":"1.0","type":"link"}