Cold calling is not pleasant, it's no surprise that most people are reluctant to do it. The thought of calling people you do not know--repeating a cheesy sales pitch again and again with no meaningful information at your disposal--can fill anyone with dread. You have likely heard countless times that cold calling is one of the best ways to build business acquisition and growth, that it's a numbers game. That for every "no" you get, you're just that much closer to a "yes." You may have even been told that you have to love rejection to succeed! These are nothing but myths, and they're holding you back. Cold calling is dumb; it is usually destined to fail. Imagine if you never had to cold call again. What if you smart called instead?

Smart Calling will teach you how to harness the power of professional telephone prospecting to confidently initiate contact with people, engage them in conversation, create genuine interest in what you are offering, and make the sale. Proactive telephone prospecting is a critical part of new business acquisition and growth. It doesn't matter if you place one call a year or hundreds of calls a day--the Smart Calling process will help you consistently achieve superior results. This invaluable guide provides you with step-by-step instructions on acquiring intelligence about people, companies, and industries before speaking with a decision maker, creating a comfortable atmosphere for conducting business over the phone, and persuading your prospects to say "yes" to a meeting or a sale.

Acclaimed speaker and trainer Art Sobczak has taught salespeople around the world how to maximize their positive results and generate millions of dollars of new business for over three decades. In this book, Art provides you with his proven strategies and tactics for using the phone in your sales process while helping you eliminate the anxiety, fear, and rejection that can kill your morale. Many sales trainers and authors tell you what you should do on the phone, but they don't tell you how to do it. Packed with examples, engaging stories, hands-on activities, and real-world guidance, Smart Calling sets you on the path to mastering the fastest, cheapest, and most interactive way to make a contact and make a sale.

Praise for SMART CALLING THIRD EDITION

"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

"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 and President, Headsets.com, Inc.

"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 tips. You will sell more than you thought possible. Additionally, your efforts will develop a prospect base of potential customers that will call you when they are ready to purchase or graciously take your future calls. This is the best sales book for field or inside sales I have read in the past 25 years."
REX CASWELL, Vice President-Inside Sales, Equifax Workforce Solutions

"As a long time fan and student of Art's work I've told more people than I can count that he is the very best in this field and, that if they want extraordinary results, to follow him and plug into his wisdom. This book is Art's most important work yet—it's THE roadmap for your outbound sales success. Smart Calling is simply a magnificent book and if you'll follow his instruction then you'll have the opportunity to serve more new customers and clients than you might ever have imagined possible."
BOB BURG, Coauthor of The Go-Giver

"Finally, a system that I can actually use in my business. This is the only book that you'll need to generate a flood of new clients. There's no cheesy intros or objection handling scripts, just a straightforward way to immediately connect with your prospect and build a relationship based on trust. The system taught in this book has transformed my business. I now have a full pipeline of clients and prospecting is no longer a chore. The old way of cold calling is soul destroying. Try Smart Calling instead and leave your competition behind."
MARK MARSH, Marketing Partner, The Good Life France

"Art Sobczak is my ^#1 Go-To-Sales Guru for all things telephone and Smart Calling is the first book I turn to when sellers need help increasing effectiveness on the phone. This Third Edition takes this favorite book to new heights with fresh perspectives and powerful new tips for today's salesperson."
MIKE WEINBERG, author of Sales Truth and New Sales. Simplified.

"My experience with Art's calling techniques goes back a LONG way…over 20 years to be exact! Smart Calling continues to help me push past the fear of rejection on calls and instead shift my mindset to one of confidence and calm. Selling on the phone is tough…Art's teaching makes it much easier. Over 7,000 career sales and most I can attribute to his strategies and tips. Thanks Art!"
KRISTINE CAIN, Senior Account Executive, CARFAX