Omaha, NE, March 30, 2010 --(PR.com
)-- A new book by telephone sales expert Art Sobczak shows salespeople, entrepreneurs and service professionals how to develop one of the hardest and most necessary skills needed in sales today: cold calling.
For many, the mere notion of cold calling incites fear. “Given the choice,” says Sobczak, “most people would rather have their fingernails slowly removed with pliers than pick up the phone, call someone they don’t know, and try to get them to do—or buy—something.”
“Yet, telephone prospecting is the quickest, cheapest, and most interactive way to make a contact and a sale,” says Sobczak. “Of course, it needs to be done in the right way.”
While prospecting by phone may be a necessary part of new business acquisition and growth, most businesses merely react—waiting for the phone to ring or web orders to stream in—rather than proactively seeking customers by phone. Similarly, most sales reps would rather mail brochures, send emails and scroll endlessly through their customer database than call someone they don’t know.
In today’s tough economic climate, businesses cannot afford to ignore the cost effectiveness of prospecting by phone. Cold calling, done correctly, or what Sobczak calls “Smart Calling” can quickly provide salespeople with the leads they need without added advertising or marketing expenses.
Smart Calling involves pre-call research and planning, using a conversational and consultative approach on calls and following a process that sets the caller and the prospect at ease. Sobczak outlines the process in his new book, Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling (Wiley, 2010).
“By making their calls ‘smart’ sales reps—and anyone who needs to prospect for business—can engage buyers in the critical first 10-20 seconds of their calls,” says Sobczak. “This is the time when ordinary cold calls fail. Instead, prospects don’t view the caller as a typical salesperson or vendor and are more receptive and open to a conversation.”
About Smart Calling
Smart Calling by Art Sobczak is available on Amazon and other major Internet retailers March 29.
About the author
Art Sobczak is President of Business By Phone Inc. A trainer, speaker and author, he works with thousands of sales reps each year helping them get more business by phone. Art provides real world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing “rejection.” For over 25 years he has written and published the how-to tips newsletter, Telephone Prospecting and Selling Report. He has authored numerous books, audio and video training programs on the subject of selling by phone. His advice is regularly quoted in online and print business publications.
Contact: Steve Lucas, Business By Phone Inc., 800-326-7721, SteveL@businessbyphone.com