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" Smart calling : "
Art Sobczak.
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BL
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| Record Number
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949588
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| Doc. No
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b703958
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| Main Entry
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Sobczak, Art.
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| Title & Author
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Smart calling : : eliminate the fear, failure, and rejection from cold calling /\ Art Sobczak.
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| Publication Statement
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Hoboken, N.J. :: John Wiley & Sons,, ©2010.
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| Page. NO
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vi, 242 pages ;; 24 cm
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| ISBN
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0470567023
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: 9780470567029
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| Notes
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Includes index.
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| Contents
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The Smart Calling concept. Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- Pre-call planning. Creating your possible value proposition ; Intelligence gathering : making your calls smart ; Using social engineering to gather intelligence ; Setting smart call objectives and never being rejected again ; More smart ideas for prior to your call -- Creating and placing the smart call. How to be smart with voice mail ; Working with screeners, gatekeepers, and assistants ; Opening statements : what to avoid to minimize resistance ; Creating interest with your smart call opening statements ; Handling early resistance on your smart calls ; Using smart questions ; The more important side of the question : listening ; Recommending the next step ; Getting commitment for the next action ; Wrapping up calls, and setting up the next action -- Putting it all together. How to sound smart : effective telephone communication ; Getting and staying motivated ; More smart calling success tips ; Smart call makeovers and case studies.
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| Abstract
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Describes tactics and strategies designed to help salespeople get results when making cold calls, with example conversations, as well as real-life stories.
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| Subject
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Telemarketing.
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Telephone selling.
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Telemarketing.
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Telephone selling.
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| Dewey Classification
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658.8/72
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| LC Classification
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HF5438.3.S63 2010
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