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, by Art Sobczak
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Product details
File Size: 721 KB
Print Length: 261 pages
Page Numbers Source ISBN: 1118588711
Publisher: Wiley; 2 edition (March 25, 2013)
Publication Date: March 25, 2013
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B00C2BR56W
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Amazon Best Sellers Rank:
#93,447 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
Not a great book for outside professionals. It is better suited for inside sales people.
This is by far the best book I've read so far that focuses on cold calling in a B2B environment. It's very well written. It must be noted that this book is for those going after "high hanging fruit sales" - ie: companies who already have a supplier for your product or internal resource, difficult to penetrate organizations with layers of bureaucracy, etc. If you want to 'ground and pound' a list of numbers and walk away with only the easiest stuff, this *isn't* your book - go for Scott Channell's book "7 Steps to Sales Scripts for B2B Appointment Setting". Totally different philosophy.
If you have no exposure to sales then this might be a good place to start. That said, let me sum up the book...do some basic research on a prospect before you call. I might add the title is a bit misleading. The author postulates that if you properly prepare for a cold call (excuse me, "Smart Call") then you will eliminate fear, failure and rejection. That is not entirely true. You can prepare well for a public speech but that doesn't necessarily remove any physiological manifestations of fear of public speaking. The book is full of tips on how to help you prepare for the call. There is pretty much nothing in there about how to calm anxiety or work through fear of rejection.
Thinking that I have "sold" myself and services for over 30 years, I turned to this book since my direction has changed. Previously my sells were to friends and people that I have helped for many years....some for multi-generations! Now, I am "cold calling" and working to sell and simultaneously create friendships. It is wonderful but many times I have become frustrated and over-whelmed.Smart Calling taught me many new things and verified some "truths" that I had just poked around the edges like treating the receptionist or executive secretaries like CEOs.There is SO MUCH more that this book with dog eared pages, highlights and notes will be on my desk for those times when I need inspiration, insight and truly to help clear the cobwebs when writing a proposal. It will be my go-to for quite a while!
If you're looking to take the pain and friction out of cold calling and be perceived as a genuine consultant that can help--and not a pushy salesperson that just wants a paycheck--then you should read this book.While this book is written mainly for sales professionals, it applies to anyone that needs to sell their products or services as one of the many "hats" they wear in their business (which is just about everyone who is in business for themselves, whether they're a marketing consultant or lawyer).This book covers many techniques and strategies that will help with your prospecting, such as...- How to immediately warm a prospect up to you in your first call.- A great way to keep a prospect from hanging up on you before you even get a chance to explain why he should listen to you.- How to create the perception that you are a top-flight professional, not a desperate salesperson.- How to deal with rejection and stay interested in making more calls.- And more...Like anything else, becoming a good salesperson takes a lot of practice, but this book will speed up the process considerably.Please keep writing books, Art!
I highly recommend the book. I have a startup business and sales was not my strongest area of expertise. You will note that I used the word “was†instead of is, because the knowledge I received from this book has been phenomenal. Not only have my phone sale skills been improved, but I am able to apply the same techniques to networking events and everyday conversations. I am happy to say that my persona is changing from “the bull in the china shop†to a polished professional. This book has given me the ability to pull the sales rope down the path instead of trying to push the rope and go nowhere
The book is fairly well written, a bit wordy in some areas. However, the advice is OK in parts but much of it is out of date. This would have been fine in its time, but now, things have changed so drastically that telemarketers are having to change tactics and presentations completely. I think the author knows telemarketing. An up-dated book with some really critical re-writes on his part might be welcome by telemarketers. They are having a hard time right now and many of them are just leaving the business. Also, potential customers have to deal with out-sourced callers from the Philippines and India who are making it hard for anyone calling a business here in this country because they aggravate business owners so much that they don't want to talk to anyone and get mad that you even called. An updated book addressing this and other economical problems in today's business world would certainly be an asset.
Finally. Art has written a 21st Centrury classic about selling by phone. Gone are the teles-ales tricks that made teles-sales synomous with sleaze. This book is about what every salesperson who works by phone really needs to know today: How to treat the customer with respect, how to be consultative and not transactional, how to make quality calls, how to research and make calls that make sense. Use of the methodology Art advocates has another real benefit... reprsentatives who use his psychology like their job a whole lot better because they receive less rejection, achieve more success, and become more committed employees.In short, this book is about professional selling by phone in 2010.Having worked with inside sales teams extensively during the last 15 years, I know firsthand that Art's methodology works. I have seen fewer calls being made, more quality contacts being generated, and more sales ultimately result... and most of those sales were for products or services that the prospect did not realize were available.Thanks, Art, for a book that makes sense (and lots of Dollars also).Harrison GreeneUnique Selling Systems, Inc.Northborough, MA
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