“Smart Calling” v. Cold Calling, what Art Sobczak says…

Open Book and Discussion Group based on the book:

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling

The book was authored by Art Sobczak

Discussion Tuesday Evening 01.04.11 at 7

Greetings All,

Are we neglecting an old networking friend- the telephone? With gas prices going up and the thermometer going down working smart has a high appeal. Have we placed too much emphasis upon using the computer alone? Art Sobczak has made a great career out of helping others maximize their use of the telephone. You are selling yourself in a tight job market, Sobczak can help you get the leads, penetrate communities and get meaningful action all without leaving home.

“Smart Calling” Dial Points:

  • Per the Richard Bolles “Survival Guide” calling has a 69% success rate
  • Sobczak twist on the above- “Unless you screw it up in the first seven seconds…”
  • Pre-call “intelligence” work to bolster success rate (No excuse today for true cold calling)
  • Why you must to be “better” on the phone than in person
  • Leverage numerous social engineering and media sites to gain insight
  • Launch with powerful opening statements that don’t trigger “disconnects”
  • Dance effectively with resistance maneuvers
  • Let the target lead and guide the call
  • Stay in the game and gently develop relationships
  • Understand and neutralize painful “rejection”

 

“Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!”—LARRY WINGET, television personality and New York Times bestselling author

 

Please do bring your business cards so that you can network smartly with others as we make our way to Steak & Shake for a cup of coffee or a bite to eat after the groups…

Join us,

Monte

A very "smart" book from a very "smart" man!

$timulus: An Open Book and Networking Group

Barnes & Noble in the Streets of West Chester

(I-75 Exit 19 Union Centre Blvd., Past The Rave Theater)

9455 Civic Centre Boulevard, West Chester, OH 45069

Every Tuesday evening at 7:00 P.M.

There is no charge for $timulus!!!

Monte at 513.769.6313 or montewashburn@gmail.com

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About MonteWashburn

Greetings, Please allow me to introduce myself. I am Monte, a passionate lover of a great spectrum of nonfiction books and authors and in hoping to provide some guidance to the many currently unemployed or under-employed persons much of the content posted here will revolve around books of the job search, career, entrepreneurial pursuits and personal development. Other related blogs and material will be heralded here as well. And a little fiction just may sneak in as well from time to time. May you find your own stimulus here. Expectantly, Monte
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3 Responses to “Smart Calling” v. Cold Calling, what Art Sobczak says…

  1. Sorry that I missed this discussion – it looked like a great book. Got any follow-up notes to share?

    • You were missed. It was a small group. We were in competition Tuesday evening with Ohio State and something called the Sugar Bowl.

      Twenty-seven years plus have gone into Mr. Sobczak’s “Smart Calling” book and the main take-away is that while we talk on the phone every day it doesn’t mean that we are good at it in terms of sales, prospecting or job seeking. We can always be better with a few good tips and getting our thoughts very clearly together before ever dialing. The next point that I would construe for job seekers is that the calls should always be phrased so that the emphasis is on the other party. Too many calls resonate too loudly of “ME, MYSELF, and I and I need and What can you do for me?” Seek to reveal the major pressing need(s) of your target and present to that end.

      Art Sobczak has a couple of interesting videos on Youtube, one where he calls his younger self ( http://www.youtube.com/watch?v=XzZIi6ZCvIM ) and another in which he dissects a standard call for numerous errors. Check the book and the videos out. The job search community could clearly benefit from the advice of Mr. Art Sobczak.

      Have a great one!

  2. Stephen says:

    I was going through the first few pages of Art Sobczak’s ‘Smart Calling’ book. This author seems to affirm to us that cold calling is dead and dumb. Innovative call prospection is defined in his words as setting up intelligent research campaigns for each company we are about to call up. We’ll I’ve got nothing against that, however, what happens when I have to go through, let’s say, 40-60 contacts a day or more? This ‘innovative’ call prospection approach seems to ressemble much more account management work (company & client or prospect research, preparing meetings, crm ..) than phone prospection.

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