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Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling ReviewI've just finished reading a review copy of Art's book. I did it in one sitting.As someone who is a consultant by trade, but who needs to sell; and who works with professionals who, like me, aren't primarily salespeople - my thoughts before reading were that this might have some relevance and a few tips I could glean for myself and my clients.
it turns out there was a whole lot more.
The book is aimed at salespeople - but it's highly relevant to consultants, lawyers and other professionals. The approach it teaches you is light years away from the painful, pushy calls you'll have received from telesales people in the past. It's client focused, and it's about establishing a genuine consultative dialogue with potential clients right from the off.
It covers a number of areas which professionals typically struggle with:
* How to research a potential client in advance so that the call becomes a warm rather than cold one
* The right words to use in the critical first 20 seconds to grab a prospects attention
* Ho to come across as a peer-level professional rather than a cheesy salesperson
* How to structure an engaging dialogue that gets prospects to take action
* How to stay motivated and avoid morale-sapping rejection
Personally, over the years, I've improved my telephone prospecting skills significantly. The more you do it, the more comfortable you get, and you slowly build up your knowledge of what works and what doesn't.
The trouble is, it's very slow progress. You learn more about what doesn't work than what does.
Art's book really helps you shortcut this process and learn what works in a professional and ethcial way for telephone prospecting.
Ian
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