Smart Calling

Smart Calling
Author: Art Sobczak
Release: 2010-03-04
Editor: John Wiley & Sons
Pages: 228
ISBN: 9780470619810
Language: en
Available for:

DESCRIPTION BOOK:

Praise for SMART CALLING "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 "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International

Smart Calling

Smart Calling
Author: Art Sobczak
Release: 2013-03-25
Editor: John Wiley & Sons
Pages: 225
ISBN: 9781118637517
Language: en
Available for:

DESCRIPTION BOOK:

Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and get a yes every time. Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.

Smart Calling

Smart Calling
Author: Art Sobczak
Release: 2010-03-29
Editor: Wiley
Pages: 256
ISBN: 0470567023
Language: en
Available for:

DESCRIPTION BOOK:

Power Phone Scripts

Power Phone Scripts
Author: Mike Brooks
Release: 2017-06-26
Editor: John Wiley & Sons
Pages: 304
ISBN: 9781119418078
Language: en
Available for:

DESCRIPTION BOOK:

Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others… More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.

Take the Cold Out of Cold Calling

Take the Cold Out of Cold Calling
Author: Sam Richter
Release: 2008
Editor: SBR Worldwide, LLC
Pages: 313
ISBN: 9781592982097
Language: en
Available for:

DESCRIPTION BOOK:

Presents advice on using Internet searching to perform successful telephone sales.

India Calling

India Calling
Author: Anand Giridharadas
Release: 2011-02-28
Editor: ReadHowYouWant.com
Pages: 386
ISBN: 9781458763099
Language: en
Available for:

DESCRIPTION BOOK:

Reversing his parents immigrant path, a young writer returns to India and discovers an old country making itself new. Anand Giridharadas sensed something was afoot as his plane prepared to land in Bombay. An elderly passenger looked at him and said, Were all trying to go that way, pointing to the rear. You, youre going this way. Giridharadas was...

Calling Bullshit

Calling Bullshit
Author: Carl T. Bergstrom,Jevin D. West
Release: 2020-08-04
Editor: Random House
Pages: 336
ISBN: 9780525509196
Language: en
Available for:

DESCRIPTION BOOK:

Bullshit isn’t what it used to be. Now, two science professors give us the tools to dismantle misinformation and think clearly in a world of fake news and bad data. “A modern classic . . . a straight-talking survival guide to the mean streets of a dying democracy and a global pandemic.”—Wired Misinformation, disinformation, and fake news abound and it’s increasingly difficult to know what’s true. Our media environment has become hyperpartisan. Science is conducted by press release. Startup culture elevates bullshit to high art. We are fairly well equipped to spot the sort of old-school bullshit that is based in fancy rhetoric and weasel words, but most of us don’t feel qualified to challenge the avalanche of new-school bullshit presented in the language of math, science, or statistics. In Calling Bullshit, Professors Carl Bergstrom and Jevin West give us a set of powerful tools to cut through the most intimidating data. You don’t need a lot of technical expertise to call out problems with data. Are the numbers or results too good or too dramatic to be true? Is the claim comparing like with like? Is it confirming your personal bias? Drawing on a deep well of expertise in statistics and computational biology, Bergstrom and West exuberantly unpack examples of selection bias and muddled data visualization, distinguish between correlation and causation, and examine the susceptibility of science to modern bullshit. We have always needed people who call bullshit when necessary, whether within a circle of friends, a community of scholars, or the citizenry of a nation. Now that bullshit has evolved, we need to relearn the art of skepticism.

SNAP Selling

SNAP Selling
Author: Jill Konrath
Release: 2010-05-27
Editor: Penguin
Pages: 320
ISBN: 9781101432952
Language: en
Available for:

DESCRIPTION BOOK:

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

The Love Hypothesis

The Love Hypothesis
Author: Ali Hazelwood
Release: 2021-09-14
Editor: Penguin
Pages: 385
ISBN: 9780593336830
Language: en
Available for:

DESCRIPTION BOOK:

The Instant New York Times Bestseller and TikTok Sensation! As seen on THE VIEW! A BuzzFeed Best Summer Read of 2021 When a fake relationship between scientists meets the irresistible force of attraction, it throws one woman's carefully calculated theories on love into chaos. As a third-year Ph.D. candidate, Olive Smith doesn't believe in lasting romantic relationships--but her best friend does, and that's what got her into this situation. Convincing Anh that Olive is dating and well on her way to a happily ever after was always going to take more than hand-wavy Jedi mind tricks: Scientists require proof. So, like any self-respecting biologist, Olive panics and kisses the first man she sees. That man is none other than Adam Carlsen, a young hotshot professor--and well-known ass. Which is why Olive is positively floored when Stanford's reigning lab tyrant agrees to keep her charade a secret and be her fake boyfriend. But when a big science conference goes haywire, putting Olive's career on the Bunsen burner, Adam surprises her again with his unyielding support and even more unyielding...six-pack abs. Suddenly their little experiment feels dangerously close to combustion. And Olive discovers that the only thing more complicated than a hypothesis on love is putting her own heart under the microscope.

New Sales Simplified

New Sales  Simplified
Author: Mike Weinberg
Release: 2012-09-04
Editor: AMACOM
Pages: 240
ISBN: 9780814431788
Language: en
Available for:

DESCRIPTION BOOK:

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results. In New Sales. Simplified., you will learn how to: Identify a strategic list of genuine prospects Draft a compelling, customer focused “sales story” Perfect the proactive telephone call to get face to face with more prospects Use email, voicemail, and social media to your advantage Prepare for and structure a winning sales call Make time in your calendar for business development activities New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them. Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

Pick Up The Phone and Sell

Pick Up The Phone and Sell
Author: Alex Goldfayn
Release: 2021-09-22
Editor: John Wiley & Sons
Pages: 341
ISBN: 9781119814603
Language: en
Available for:

DESCRIPTION BOOK:

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes: A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com Direction on how to use text messaging as an adjunct to phone sales Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call. Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

Who

Who
Author: Geoff Smart,Randy Street
Release: 2008-09-30
Editor: Ballantine Books
Pages: 210
ISBN: 9780345504197
Language: en
Available for:

DESCRIPTION BOOK:

In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.

The Ultimate Book of Phone Scripts

The Ultimate Book of Phone Scripts
Author: Mike Brooks
Release: 2010-11
Editor: Sales Gravy Press
Pages: 238
ISBN: 1935602055
Language: en
Available for:

DESCRIPTION BOOK:

"[W]ith over 200 word for word, proven and up to date scripts, ... [this book] will instantly make you more effective as you learn to breeze past gatekeepers, easily connect with decision makers and qualify and close more business over the phone"--P. [4] of cover.

The Calling

The Calling
Author: Rha Goddess
Release: 2020-01-21
Editor: St. Martin's Essentials
Pages: 304
ISBN: 9781250204707
Language: en
Available for:

DESCRIPTION BOOK:

A game-changing book offering a six-step approach on how to find and follow your true calling and redefine success from entrepreneur and soul coach Rha Goddess. Are you willing to believe in you? Every single one of us has a calling. For most it’s the thing you have to force yourself not to do. When you try to ignore it, you can’t stop thinking about. It is the thing that both terrifies you and brings you the most joy. Already living yours? Great! How do you make the most of it? The Calling will provide readers with a road map, via 3 fundamental shifts, on how to stay true, get paid and do good. The steps that will help lead you there include: RECOGNIZING—it always begins with awareness. If you can’t see it then you can’t do anything about it. ACCEPTING—means embracing, and taking responsibility for yourself, your life, and the things that want or need to be changed. FORGIVING—yourself and others. AND MORE! The Calling will be the resource that people have been asking Rha to write for years, and there has never been a better time for her to share her proven method.

Smart Selling on the Phone and Online

Smart Selling on the Phone and Online
Author: Josiane Feigon
Release: 2021-10-12
Editor: AMACOM
Pages: 273
ISBN: 9780814414668
Language: en
Available for:

DESCRIPTION BOOK:

In an age of telesales and digital selling, this award-winning business book pinpoints the ten skills essential to high-efficiency, high-success sales performance based on the author’s TeleSmart 10 System for Power Selling. Bestselling author and TeleSmart Communications president Josiane Feigon equips salespeople with the powerful tools they need to open stronger, build trust faster, handle objections better, and close more sales when dealing with customers they can’t see face-to-face. In Smart Selling on the Phone and Online, you’ll learn how to: overcome ten different forms of “paralysis” and reestablish momentum; sell in sound bites, not long-winded speeches; ask the right questions to reveal customer needs; navigate around obstacles to get to the power buyer; and prioritize and manage your time so that more of it is spent actually selling. The world of selling keeps changing, and sales professionals are on the front line of innovation to keep profits flowing. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of sales 2.0 and become a true sales warrior.

Luther

Luther
Author: Neil Cross
Release: 2012-09-04
Editor: Simon and Schuster
Pages: 336
ISBN: 9781451673111
Language: en
Available for:

DESCRIPTION BOOK:

A brilliant standalone novel hailed as “some of the best crime fiction to hit bookstores this year” (Hollywood Reporter) and a prequel to the hit BBC America TV show Luther, by the Edgar Award–winning creator and sole writer of the show. Is Luther a force for good or a man hell-bent on self-destruction? Meet Detective Chief Inspector John Luther. He’s a homicide detective with an extraordinary case-clearance rate. He’s obsessive, instinctive, and intense. Nobody who ever stood at his side has a bad word to say about him. And yet there are rumors that Luther is bad—not corrupt, but tormented. After years of chasing the most depraved criminals in London’s gritty underworld, he seethes with a hidden fury he can barely control, making him do things any other detective wouldn’t and shouldn’t do. Luther: The Calling is the story of the serial killer case that tore Luther’s personal and professional relationships apart and propelled him over the precipice—beyond fury, beyond vengeance, all the way to the other side of the law. Luther: The Calling, the first in a new series of novels featuring DCI John Luther, takes us into Luther’s past and into his mind. It is the story of the serial killer case that tore his personal and professional relationships apart and propelled him over the precipice—beyond fury, beyond vengeance, all the way to the other side of the law. Is Luther a force for good or a man hell-bent on self-destruction? Edgar Award–winning writer Neil Cross has created one of the most compelling characters in modern crime fiction. Luther: The Calling is a compulsively readable novel by the writer hailed by The Guardian as “Britain’s own Stephen King.”

The Fourth Industrial Revolution

The Fourth Industrial Revolution
Author: Klaus Schwab
Release: 2017-01-03
Editor: Currency
Pages: 194
ISBN: 9781524758868
Language: en
Available for:

DESCRIPTION BOOK:

World-renowned economist Klaus Schwab, Founder and Executive Chairman of the World Economic Forum, explains that we have an opportunity to shape the fourth industrial revolu­tion, which will fundamentally alter how we live and work. Schwab argues that this revolution is different in scale, scope and complexity from any that have come before. Characterized by a range of new technologies that are fusing the physical, digital and biological worlds, the developments are affecting all disciplines, economies, industries and governments, and even challenging ideas about what it means to be human. Artificial intelligence is already all around us, from supercomputers, drones and virtual assistants to 3D printing, DNA sequencing, smart thermostats, wear­able sensors and microchips smaller than a grain of sand. But this is just the beginning: nanomaterials 200 times stronger than steel and a million times thinner than a strand of hair and the first transplant of a 3D printed liver are already in development. Imagine “smart factories” in which global systems of manu­facturing are coordinated virtually, or implantable mobile phones made of biosynthetic materials. The fourth industrial revolution, says Schwab, is more significant, and its ramifications more profound, than in any prior period of human history. He outlines the key technologies driving this revolution and discusses the major impacts expected on government, business, civil society and individu­als. Schwab also offers bold ideas on how to harness these changes and shape a better future—one in which technology empowers people rather than replaces them; progress serves society rather than disrupts it; and in which innovators respect moral and ethical boundaries rather than cross them. We all have the opportunity to contribute to developing new frame­works that advance progress.

No More Cold Calling TM

No More Cold Calling TM
Author: Joanne S. Black
Release: 2009-06-27
Editor: Business Plus
Pages: 147
ISBN: 9780446562171
Language: en
Available for:

DESCRIPTION BOOK:

Cold calling is one of the most awkward -- and unsuccessful -- ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling system, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate your business from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. NO MORE COLD CALLING provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force's productivity.

Into the Wild

Into the Wild
Author: Jon Krakauer
Release: 2009-09-22
Editor: Anchor
Pages: 240
ISBN: 9780307476869
Language: en
Available for:

DESCRIPTION BOOK:

Krakauer’s page-turning bestseller explores a famed missing person mystery while unraveling the larger riddles it holds: the profound pull of the American wilderness on our imagination; the allure of high-risk activities to young men of a certain cast of mind; the complex, charged bond between fathers and sons. "Terrifying... Eloquent... A heart-rending drama of human yearning." —New York Times In April 1992 a young man from a well-to-do family hitchhiked to Alaska and walked alone into the wilderness north of Mt. McKinley. He had given $25,000 in savings to charity, abandoned his car and most of his possessions, burned all the cash in his wallet, and invented a new life for himself. Four months later, his decomposed body was found by a moose hunter. How Christopher Johnson McCandless came to die is the unforgettable story of Into the Wild. Immediately after graduating from college in 1991, McCandless had roamed through the West and Southwest on a vision quest like those made by his heroes Jack London and John Muir. In the Mojave Desert he abandoned his car, stripped it of its license plates, and burned all of his cash. He would give himself a new name, Alexander Supertramp, and, unencumbered by money and belongings, he would be free to wallow in the raw, unfiltered experiences that nature presented. Craving a blank spot on the map, McCandless simply threw the maps away. Leaving behind his desperate parents and sister, he vanished into the wild. Jon Krakauer constructs a clarifying prism through which he reassembles the disquieting facts of McCandless's short life. Admitting an interst that borders on obsession, he searches for the clues to the drives and desires that propelled McCandless. When McCandless's innocent mistakes turn out to be irreversible and fatal, he becomes the stuff of tabloid headlines and is dismissed for his naiveté, pretensions, and hubris. He is said to have had a death wish but wanting to die is a very different thing from being compelled to look over the edge. Krakauer brings McCandless's uncompromising pilgrimage out of the shadows, and the peril, adversity, and renunciation sought by this enigmatic young man are illuminated with a rare understanding--and not an ounce of sentimentality. Mesmerizing, heartbreaking, Into the Wild is a tour de force. The power and luminosity of Jon Krakauer's stoytelling blaze through every page.

Calling to Christ

Calling to Christ
Author: Robert Davis Smart
Release: 2017-03-22
Editor: WestBow Press
Pages: 118
ISBN: 9781512780406
Language: en
Available for:

DESCRIPTION BOOK:

Although there is nothing sweeter than the Gospel, there is more sweetness to be enjoyed after ones conversion to Christ. Many Christians fail to experience transformation in the discovery of Gods call on their lives in the areas of work, family, and service. Even the idea of calling has been relegated to full-time vocational service, leaving out the other 90% of Gods people. What if we could overcome the major obstacles to joyful fulfillment in our callings to Christ? What about the importance of being called to an ordinary place that counts for eternity? What if we begin to live out of the heart God gave us rather than the demands and expectations of others we had not considered are ruling us in negative ways? Dr. Bob Smart walks his readers through the practical steps to owning Gods calling of us in all areas of life, which promises to lead to freedom and meaningful living in this second season of spiritual formation. This is the second book of four seasons of spiritual formation.