Library of American University of Madaba
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Sobczak, Art.
Smart calling : eliminate the fear, failure, and rejection from cold calling / Art Sobczak. - Hoboken, N.J. : Wiley, 2010. - vi, 242 p. ; 24 cm.
Includes index.
Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- 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 -- How to be smart with voice mail -- Working with screeners, gatekeepers, and assistants -- Opening statements : what to avoid to minimize resistance -- Creating interest with smart call opening statements -- Handling early resistance on your smart calls.
9780470567029 (cloth)
Telephone selling.
Telemarketing.
HF5438.3
658.872 / S677
Smart calling : eliminate the fear, failure, and rejection from cold calling / Art Sobczak. - Hoboken, N.J. : Wiley, 2010. - vi, 242 p. ; 24 cm.
Includes index.
Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- 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 -- How to be smart with voice mail -- Working with screeners, gatekeepers, and assistants -- Opening statements : what to avoid to minimize resistance -- Creating interest with smart call opening statements -- Handling early resistance on your smart calls.
9780470567029 (cloth)
Telephone selling.
Telemarketing.
HF5438.3
658.872 / S677