And Rejection from Cold Calling - Eliminate the Fear

Just got through reading this book and I must say I couldn't put it down. Very useful information that was practical, easy to understand and implement. The advice in this book has revived my energy and I can't wait to get on those calls to bring new accounts and business. A must read for anyone whose primary role is business development or new account acquisition.

Well worth my money!!!

It is very simple, find a book that has practical usable information and your good!

Ya rite if it were that easy. WELL FOLKS it is that easy if you are reading this because this is the book that will change how you do business. I have been in sales for my entire career witch is only 10 years. I have a natural ability with sales but I'm always trying to get better. In my research for sales educational books I only found mostly ideological garbage that sounded great but that's about it. Then I came across "Smart Calling" by Art Sobczac and boy I could not wait to go to work the next day and try some of these great strategies. The information in this book for me is more a way of life then just sales tips. I strongly recommend this book to even the most seasoned pro's.

Thanks Art

An editor at Wiley approached me about writing a book on cold calling and setting meetings with senior execs. As part of the process she sent along several books including Art's. Art and I met briefly at the [...] conference in MN. Great coincidence, so I was pumped to read it...

Art clearly gets it because he actually makes calls. Many other so called gurus do not make calls - this seems hypocritical to me and apparently Art as well. Because of the front line experience and knowledge of being on the phone, Art is able to provide an incredibly vivid account of what to try and what not to try. Anyone who thinks cold calling and outbound prospecting is dead is missing a big piece of the pie. Even inbound king HubSpot outsources lead generation and teleprospecting. To maximize success today you need to both use inbound marketing as well as Smart Calling. Anything less leaves revenue on the table.

Art's book summarizes how to make calls in such a clear way that I've decided to make it required reading for our team of 18 lead gen reps as well as our team of 4 sales trainers. I know the market for advice on the inside sales cycle and nothing comes close to this book.

Bottom line: buy it, read it, and use it regularly. Do it for your prospects to save them from crappy calls if nothing else.

This was a very interesting book. As someone who makes outbound calls for a living, I was able to improve my performance significantly after using what I had learned from this book. One of the biggest challenges we face when calling on new customers is getting he or she to return a call after leaving a voicemail. Art Sobczak gives you some very useful tips on how to leave a very professional sounding voicemail that will truly set you apart from the other "bozos" that are calling on decision makers, and increase your chances of hearing back from them.

I have been selling B2B a long time, however since kind of starting over with a new firm this year I needed a good prospecting guide book. This fits the bill. Art's techniques are current, with actionable steps you can use right away. I am able to easily customize my cold calling to my business with these principles. This is a must read if you want your calls to be smarter and more fun plus get more appointments. This book has given me new confidence.

I'm a professional sales coach with a specialty in new business development. I love the phone and have always been good at coaching sales teams to be more effective making proactive calls to get appointments with prospects. Recently, I've been working with several clients who have dedicated inside sales teams. I needed to freshen up my coaching skills - particularly regarding using the phone to sell, not just to get into prospects for a face to face sales call. I have followed Art on twitter and read his blog - he's a tremendous resource.

I purchased Smart Calling and devoured it. I learned a ton and agree whole-heartedly with Art's perspective, philosophy and techniques. Smart Calling is a fantastic resource whether you're an inside or outside salesperson. I ended buying a copy for my client as well and will continue to recommend it to others.

Thanks Art for this hugely valuable book!
Mike Weinberg
the NewSales coach

Love the updated version. This is one of the most POWERFUL books you could read concerning phone sales. The material can be used for warm market and list calls also. I am an avid reader, I usually breeze through books. I took time with this one and have again revamped my strategies.

Excellent read (and action) for those who are afraid to do cold calls or not. If they are not getting the responses they want from sales calls this is a must read book. Order this book for your sales force. For real, don't lend this book out - you won't get it back - make them get their own. Love having the Kindle version also.

One of the few sales books I'd actually recommend. An extremely easy read with clear explanations and examples that can be implemented on virtually any sales call, regardless of industry. Small changes in how you're saying things that will completely change the outcome. This book is a good read for any sales professional regardless of tenure. You may have heard it before, attempted it once or twice, or be using some techniques already..... You should still find value in this book....

I just finished the "Smart Calling" book and it has really helped my
attitude and sales. I have been following Art's stuff for years
but I never purchased anything before. I recently started
working for a legal research company that markets an online
research tool to law firms. My start was a little rough because I
was not enjoying getting blown away by receptionists when I
dialed. I was definately call shy. I now am doing a lot better
and I recently won a sales contest where I received a front row seat
at Wrigley Field. It was pretty cool to be able to touch the
bricks way down there. I already ordered another book Art
suggested in this book called "Pivot" about attitude. I will
be starting to read it next week.

I bought and I am reading, reviewing and studying your book “Smart Calling”. It is a great tool to apply on my job and one of the most interesting books I ever read. Every single day I learn a new lesson from this book. Thanks.

Art Sobcczak knows how to make cold calls smart. You will without a doubt pick up many ideas,and tag lines that you can use
for the rest of your selling career. Isn't it about time we stopped using those tired worn out dumb telephone scripts we have used for years? Art's second edition will bring you into the NOW. Smart Calling second edition is a must if your using the
telephone to make a living. If you run a sales office "Smart Calling" should be a mandatory purchase for everyone using the phone.

R Craig

Well written and original, not that standard canned sales book. The author is very specific and doesn't rely heavily upon annoying anecdotes which is standard in this genre. Most importantly it changed how a thought about the sales process and provided me with new ideas to act upon instead of theories to ponder and then forget.

Well written book with a lot of good ideas overall both with tactics, approach, and also motivators to consider when getting into sales. Worth reading for sure and some other good book recommendations included as well. Thank you for writing Art.

I have been in the telesales profession for almost 15 years and Art has always been my go to source for advice on being the best I can. From starting out making calls to now training my own departments, Art's advice is always spot on and cuts through the unnecessary sales-speak that is everywhere in this profession. As always I picked up his newest book, "Smart Calling: Eliminate the Fear, and Rejection from Cold Calling" looking for his newest take on what is the toughest and most dreaded part of my job - COLD CALLING, and I was not let down at all. The art of selling on the phone (successfully) has changed drastically in the last 5 years. The internet and social media has changed the game completely and Art shows you how to WIN. I cannot say enough good about this, or ANY of Art's books and training materials.

It is the definite book for learning thw business of selling through phone . It is layered setup the whole process of what to do before and while calling. After finishing reading the book you'll have already setup your process, script in selling through the phone.

Excellent book. Worth reading more than once. Plenty of information and resources for researching and crafting what you are going to say before you get on the phone. Lots of advice and guidance for successful sales. Probably the only book you'll need on the topic.

Call reluctance comes from deep pyschic sources that usually win in faking out the average Salesman. This book lets the reader in to secret - which is right in front of you but your call reluctance keeps you from seeing. I am okay with you not reading this as this exposes an opportunity that I see few people really picking up on to the benefit of us who clearly see it.

Art Sobczak makes it clear he has been there because he walks the talk. Not only is this book filled with helpful anecdotes but Art breaks everything down into actionable steps you can take to make prospecting successful. I'm glad I have this book in Kindle format so I can have it with me at all times, including when I want to brush up before going into an important meeting. Believe me, this is one business book that won't collect dust. Useful information that's worth it's weight in gold!

Excellent book that has really helped me out with cold calling. I usually don't write reviews, but I have to recommend this book because I've struggled with calls for a while now and read quite a lot on the topic.

This book provides very detailed and specific (actionable) examples and strategies that you can immediately implement and see results.

Check it out!

What an excellent book! I'm just entering the sales field now and this book helped prepare me for my 1st mock sales interview. And I killed it! It gives great insight and tactics on how to be more effective at cold calling/selling. Looking forward to using this as a reference for the rest of my career.

The book does provide great tips for improving your prospecting and taking cold calls to "warm" calls. This has been helpful to me, but the book was a bit hard to read. They language used was simple, but nothing made you really want to turn the next page. The information greatly outweighed the writing, but if you struggle through it you will walk away with some good kernels of information.

I purchased this book in February 2011. Read it once over a week period. Implemented recommendations and approaches to Smart Calling. Result: my calling productivity has doubled!!! I am now getting the same number of appointments but with only half as many calls. The quality of my calls are much better! I now actually reach decision makers more frequently. What Art recommends does work! I have just finished my second reading of this book. Got even more out of it. Buy this book and you will have a leg up on 90% of your competition. You can take that to the bank!!

The information learned in this book helps salespeople eliminate fear, failure and rejection in cold calling by teaching readers how to develop solid possible value propositions, understand rejection, and using 'objections' to their advantage. There is no cold calling with Art's method. Developing an understanding of your prospect prior to saves critical time in the sales process because it cuts out uninteresting conversation at the start of the sales process.

The concepts in this book really helped me understand some of the mistakes that I was making in my sales calls, that is for sure. Useful are the practical examples and scripts. But it draws everything out too long. The book could have done what it it supposed to do in half of the pages. Also, the Smart Calling practices assume that information about your prospects is readily available. It may not be in many cases.

Just got through reading this book and I must say I couldn't put it down. Very useful information that was practical, easy to understand and implement. The advice in this book has revived my energy and I can't wait to get on those calls to bring new accounts and business. A must read for anyone whose primary role is business development or new account acquisition.

Well worth my money!!!

The book does provide great tips for improving your prospecting and taking cold calls to "warm" calls. This has been helpful to me, but the book was a bit hard to read. They language used was simple, but nothing made you really want to turn the next page. The information greatly outweighed the writing, but if you struggle through it you will walk away with some good kernels of information.

I recently purchased this book and upon receiving it was not able to put it down. As a relatively new sales person, this book reinforces a lot of the tactics I have already learned, but explains them in great detail. The only annoying part of this book is the amount of "plugs" for other sales related literature.

This is a terrific guide for anyone that is doing prospecting, for any product regardless of industry. It includes an effective prospecting system and some specific verbiage that could make a huge impact on your results.

This is clearly a respectful approach for both seller and buyer. Intelligent and full of value. The world would be a better place, if more people used these techniques. The ROI and time saving focus is also notable. Thanks, art!

This is clearly a respectful approach for both seller and buyer. Intelligent and full of value. The world would be a better place, if more people used these techniques. The ROI and time saving focus is also notable. Thanks, art!