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Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling
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 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
256 pages, Hardcover
First published March 4, 2010
311 people are currently reading
943 people want to read
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Displaying 1 - 30 of 35 reviews
March 30, 2017
I read this book as part of an initiative at work and find myself completely disappointed in it. There is nothing new in these pages. If you've had sales training of any kind, this book will give you nothing new and it isn't even an inventive or interesting take on the standard material.
It turns out that a "smart" call is simply one in which you've first done your research. There aren't even any interesting recommendations for research. Sobczak seems to think it was necessary to write a book to "teach" us all that if the gatekeeper tells you that Mr. Smith is out golfing when you call on Monday, you should ask him about golf when you call back on Wednesday. Confounded by your clairvoyance and wizardry, Mr. Smith won't be able to help himself and will buy whatever you're selling. He might even include you in his prayers that night.
Zobczak claims his book will eliminate the fear, failure and rejection of cold calling. This is a false claim unless you're willing to trick yourself into believing that getting some information from a gatekeeper is as big a win as getting an appointment/sale. That's it. That's the whole of his advice on the matter. I'm not knocking social engineering. It's been a big part of sales for a long, long time. I'm knocking it as the reason you'll never have to fear, experience failure or feel like you've been rejected on a cold call. I'm knocking it for presenting it like it's new information. Raise your hand if your commission check is affected by finding out that the decision maker you're calling is out golfing.
I read the kindle version of this book and I felt like the entire first half of the book was written in hyperlink. It was one book recommendation after another. I, personally, didn't find the author credible enough that I'd be following his recommendations.
The worst part of this book was where the author contradicted himself in the same chapter, on the same topic. He starts off saying one thing and by the end of the chapter he says the exact opposite.
This book doesn't add anything new. It doesn't offer anything interesting. It's a pathetic take on information others have offered in better ways. I would not recommend this book to any aspiring sales professional or any sales manager looking to improve his or her team. Do not read.
It turns out that a "smart" call is simply one in which you've first done your research. There aren't even any interesting recommendations for research. Sobczak seems to think it was necessary to write a book to "teach" us all that if the gatekeeper tells you that Mr. Smith is out golfing when you call on Monday, you should ask him about golf when you call back on Wednesday. Confounded by your clairvoyance and wizardry, Mr. Smith won't be able to help himself and will buy whatever you're selling. He might even include you in his prayers that night.
Zobczak claims his book will eliminate the fear, failure and rejection of cold calling. This is a false claim unless you're willing to trick yourself into believing that getting some information from a gatekeeper is as big a win as getting an appointment/sale. That's it. That's the whole of his advice on the matter. I'm not knocking social engineering. It's been a big part of sales for a long, long time. I'm knocking it as the reason you'll never have to fear, experience failure or feel like you've been rejected on a cold call. I'm knocking it for presenting it like it's new information. Raise your hand if your commission check is affected by finding out that the decision maker you're calling is out golfing.
I read the kindle version of this book and I felt like the entire first half of the book was written in hyperlink. It was one book recommendation after another. I, personally, didn't find the author credible enough that I'd be following his recommendations.
The worst part of this book was where the author contradicted himself in the same chapter, on the same topic. He starts off saying one thing and by the end of the chapter he says the exact opposite.
This book doesn't add anything new. It doesn't offer anything interesting. It's a pathetic take on information others have offered in better ways. I would not recommend this book to any aspiring sales professional or any sales manager looking to improve his or her team. Do not read.
January 5, 2019
“No one cares what YOU want, they only care about themselves.”
It's true, and 10x more so in sales. Any sales. If you're not willing to accept that, then you've got a problem.
This is a great book for anyone cold calling, which should be anyone in an actual sales position. It very meticulously goes through how to set up your prospecting scripts, voice mails, and schedule. This book has the ability to take anyone struggling in sales to success.
I'm not a fan of the level of research he suggests before calling as in my industry, you have to first find the right person to talk to before you can even get started, and that takes some calls to figure things out. There are jobs and industries that allow you to do his level of research before every call. One big factor to be careful of is to make sure you're not using that call time for "research" and email.
Every sales professional can benefit from this one.
“I’ve seen many sales reps who thought they were being productive by sending out mail. In fact, they were just busy.”
It's true, and 10x more so in sales. Any sales. If you're not willing to accept that, then you've got a problem.
This is a great book for anyone cold calling, which should be anyone in an actual sales position. It very meticulously goes through how to set up your prospecting scripts, voice mails, and schedule. This book has the ability to take anyone struggling in sales to success.
I'm not a fan of the level of research he suggests before calling as in my industry, you have to first find the right person to talk to before you can even get started, and that takes some calls to figure things out. There are jobs and industries that allow you to do his level of research before every call. One big factor to be careful of is to make sure you're not using that call time for "research" and email.
Every sales professional can benefit from this one.
“I’ve seen many sales reps who thought they were being productive by sending out mail. In fact, they were just busy.”
October 25, 2017
One of the good books on sales prospecting. This one focuses on gathering more information before going into a sales call and presenting it in a way that will garner more customer interest and attention.
Big breakthrough for me is that it made me think about who/how I was calling and become more targeted and strategic before doing so. I now segment types of calling between smart calling and dumb calling. Dumb calling you get a list and "pound" it. Smart calling you take sniper shots at well qualified targets.
Big breakthrough for me is that it made me think about who/how I was calling and become more targeted and strategic before doing so. I now segment types of calling between smart calling and dumb calling. Dumb calling you get a list and "pound" it. Smart calling you take sniper shots at well qualified targets.
October 15, 2019
This book does provides a lot of insides of what it takes to become an amazing seller by "telephone intercourse". Besides, Art tried to bring a good idea about a few things that are super important when you are dealing with your prospect such as: how to follow up, how to introduce yourself and how to build your own social engineering. Moreover, one of the most relevant thoughts about this book, is that it corages you to defeat your fear of closing a deal. Read it if you think that sales are the heart of capitalism.
December 31, 2016
Inače ne čitam ovakvu vrstu literature, ali pošto sam se našao na radnom mjestu koju između ostalog uključuje prodaju morao sam malo više da se posvetim ovom aspektu posla, a ovu knjigu mi je preporučila jedna osoba čijim preporukama sam imao razloga da vjerujem. Elem, knjiga je zaista dobra. Pisana jednostavnim jezikom i plod suvog iskustva stvarno ti otvori oči kad je u pitanju prodaja. Knjiga je fokusirana na prodaju putem telefona, ali mnogo je ovdje stvari koje nisu posvećene samo toj vrsti prodaje već pristupu kupcima uopšte i sklapanju dogovora. Nema ovdje nijednog trenutka neke prazne priče, sve je jako zdravorazumski napisano i zbog tog me je osvojila. I ima dosta jako očiglednih stvari koje mi često i ne primjećujemo, a koje ti nekada otvore oči, kao npr. rečenica "Ljudi vole da kupuju, ali mrze da im se prodaje." Takvih stvari ima baš dosta i zbog tog, ako se ikada nađete u situaciji da vam zatreba neke literature, probajte ovu knjigu, može se besplatno naći pdf na netu.
August 3, 2014
The single best book on sales I've ever read. The techniques and theory extend well beyond calling and impact all areas of effective sales. Clear and concise writing, to the point and great referencing for theories presented. I used it when launching a startup and it was like reading a step-by-step guide in how to win people over on the phone. Saved me a stack of time in making personal visits to potential clients.
December 15, 2017
An excellent resource that you should/will read more than once. There are homework assignments that will help you, and revisiting them as your experience grows will only deepen your skills and confidence on the phone.
October 25, 2019
Stop the “spray and pray” prospecting
Art lays out a really nice framework for making more effective calls. He shares some real life examples and reminds us that we need to be value creators.
Art lays out a really nice framework for making more effective calls. He shares some real life examples and reminds us that we need to be value creators.
September 22, 2010
Reasonable, enthusiastic, and practical advice. This is a very good book in its field.
September 8, 2020
I've never been a good salesman and I never will be. No, that's not loser talk/self-defeatism. I'm just a man who knows his limitations. And since I'm not in sales, it's not much of a thing to bemoan or bewail. But we all occasionally find ourselves thrust into the role of salesman, however loosely you want to construe it: trying to get rid of a couch at a garage sale, trying to sell your dog on maybe crapping less on the rug (okay, that might be construing the concept of salesmanship too loosely). Be that as it may, I did find some very helpful advice in Art Sobczak's, "Smart Calling," an unpretentious and no-nonsense book on the craft that is sometimes funny without being cloying or overly jokey. The book's appeal is mainly in the kind of salesman Mr. Sobczak is selling you to become as a potential salesperson: he suggests canning the hard sells, the sleaziness, the corniness and pushiness that just scream clip-on tie and a shellacked coat of Willy Loman-esque flop sweat that so many of us associate with the trade.
All human beings, regardless of their trade or personality type, have a near-mortal terror of rejection, and "Smart Calling" has some helpful tips to not only lower your chance of rejection, but to take the sting out of a "No," when it happens. And it happens to the best of them. Recommended.
All human beings, regardless of their trade or personality type, have a near-mortal terror of rejection, and "Smart Calling" has some helpful tips to not only lower your chance of rejection, but to take the sting out of a "No," when it happens. And it happens to the best of them. Recommended.
March 28, 2024
Eh. It was alright. I feel like ChatGPT could've probably written this book because it is exactly what I expected... I've made zero sales calls and I feel like this is the information that I probably would have presented. Anyways, here's what I learned:
1. Do some research prior to any call you make... connections / commonalities can make your call warmer.
2. People don't care about your reasons they should buy... they care about theirs.
3. Have some questions that you need answers to for the call to be successful.
4. Have a script... craft it well... don't sound script-y though.
5. Words like "I see" "Oh" and "I understand" can be disarming.
6. If there is rejection quickly, ask them why.
7. Silence is okay.
8. "Could you ever see situations changing where this would even be a possibility for you?"
9. Standing up as you speak can be helpful.
10. What are you afraid of you weenie?
1. Do some research prior to any call you make... connections / commonalities can make your call warmer.
2. People don't care about your reasons they should buy... they care about theirs.
3. Have some questions that you need answers to for the call to be successful.
4. Have a script... craft it well... don't sound script-y though.
5. Words like "I see" "Oh" and "I understand" can be disarming.
6. If there is rejection quickly, ask them why.
7. Silence is okay.
8. "Could you ever see situations changing where this would even be a possibility for you?"
9. Standing up as you speak can be helpful.
10. What are you afraid of you weenie?
February 3, 2023
It's interesting if you are in to cold calling. It could even help with 'warm calling' and relationship building in sales. Overall, it aims to help you overcome the most common problems with cold calling and fears of rejection. It provides some ideas and ends chapters with actionable items -- although some are vague. Chapters often end with a Smart Calling Action Step that is not an actual step but a question "What Will you commit to do as a result of this chapter?"
I think people who want to, or have to cold call for their job can find nuggets of information in here to help them. But it is not as much of a 'how to' book if you are looking for step by step actionable items.
I think people who want to, or have to cold call for their job can find nuggets of information in here to help them. But it is not as much of a 'how to' book if you are looking for step by step actionable items.
April 5, 2018
'Smart Calling' is an in depth guide to cold calling,from the opening statements through many retorts and then the close. The magnitude and depth of the book is surprising, to say the least. The goal is to teach us how to cold call in a smart way that adds value rather than the conventional brainless dialogue that we often associate with telemarketers. The author is obviously well experienced and well researched. Good book, great reference, lasting impact.
January 28, 2021
There is no one better than Art Sobczak at teaching you how to use the phone for prospecting. He gets it, continues to refine it, and shares his experience in ways that make using the information easy. This is not a book you read and file away. This stays near by for quick reference. It is a manual, a workbook, a go-to resource to keep you moving in the right direction. Strong recommendation.
May 14, 2021
I really wanted to finish this, but found I was reading less in a session each time I picked it up. I think the book was just drawn out too much with stories of success from previous clients and recommendations of affiliate authors and coaches that the points were too far between. There are good points and strategies and I do like he takes a positive ethical stance of sales calls, which is why I didn't want to give up.
May 8, 2023
This book is a step-by-step guide that will show you how to call people you do not know and who do not know you, engage them in a conversation, and ultimately get them to take some action. And in the cases where you do not accomplish that primary objective, I will show you how to avoid the morale-killing rejection that is usually associated with telephone prospecting. He also responds to some and common questions about calling like: Is There a Best Time to Call?
August 26, 2020
The Book is what the title suggests, Its all about Prospecting or getting to that meeting by using smart calling tecchniques featured in the book. A good read with examples and lots of important areas featured that is helpful for both rookies as well as professionals in sales.
August 23, 2018
This is where i learned my foundation of smart calling from.
September 9, 2018
Worth every penny and then some
Essential information, techniques, and strategy for any telephone salesperson.
I come back to this book several times a week as I prospect.
Essential information, techniques, and strategy for any telephone salesperson.
I come back to this book several times a week as I prospect.
December 12, 2018
Excellent book from a very experienced and knowledgeable individual with examples and everything needed aggregated in one book.
April 4, 2019
I really hope this book can make my cold calling process process efficiently.
September 29, 2020
Art does a fantastic job conveying the the importance of scripting and making them seamless in order to come across calm and professional.
November 8, 2024
Muy buen libro para sacar una guía práctica sobre cómo empezar con llamadas y contactos en frío en el ámbito de las ventas.
September 11, 2014
There is a lot of good information on how to approach calling someone for the first time, including overcoming their objections and how to engage the person. There is also good information on scripting your calls and voicemails, which questions to ask, and how to set up call objectives.
The book also has a lot of other recommended books to further your knowledge in certain areas. The book mainly talks about selling products, not services.
The book also has a lot of other recommended books to further your knowledge in certain areas. The book mainly talks about selling products, not services.
May 18, 2016
The author clearly knows a lot about cold-calling. His advices are very pragmatic and straight to the point. This is one of the better sales books I've read. I don't know how much of it I can apply in real-life situations, especially in Vietnamese culture, but it provides a good starting point to experiment with real customers.
I will definitely come back again and again to study more.
I will definitely come back again and again to study more.
October 12, 2012
Extremely practical and helpful on the intro and the middle. Immediately increased my effectiveness on starting and progressing sales conversations. Little to say on closing, which was not the point of the book anyway.
October 5, 2022
This book basically is just motivating you to get going. It's more for people who are working B2B trying to sell a product. For me, I am a Realtor trying to sell a service to people who all have the same need; to either sell their house or buy a home.
April 14, 2012
My first reaction was to give this 3 stars, but when it dawned on me that I took away a lot of useful new ideas the benefits garnered enough to push this to a 4 star rating.
March 5, 2013
Very basic book and boring. I thought Jordan Belforts techniques were much better http://www.ebay.co.uk/itm/111020926411.
October 11, 2014
Mind-boggling. Life changing.
Displaying 1 - 30 of 35 reviews