Smart Calling

What's Smart Calling about?

• Focus on Prospecting: Smart Calling by Art Sobczak emphasizes effective telephone prospecting over traditional cold calling, which often leads to rejection.
• Eliminating Fear and Rejection: The book provides strategies to remove the fear, failure, and rejection associated with cold calling, making the process more approachable.
• Smart Call Methodology: It introduces a methodology that involves gathering intelligence about prospects before calls, allowing for more personalized and effective conversations.

Why should I read Smart Calling?

• Practical Techniques: The book is filled with actionable techniques and strategies that can be immediately applied to improve prospecting calls.
• Overcome Common Challenges: It addresses common fears and challenges faced by salespeople, providing solutions to help them feel more confident and effective.
• Long-Term Success: By adopting the Smart Calling approach, readers can build lasting relationships with prospects, leading to increased sales and business growth.

What are the key takeaways of Smart Calling?

• Preparation is Key: Pre-call planning, including researching prospects and understanding their needs, can significantly improve call outcomes.
• Value Proposition: Creating a Possible Value Proposition (PVP) focuses on what the prospect stands to gain, rather than just listing products or services.
• Engagement Techniques: Techniques for engaging with gatekeepers and decision-makers are provided, emphasizing respect and rapport-building.

What is the Smart Call methodology?

• Intelligence Gathering: Acquire information about prospects and their companies before making a call to tailor the conversation to their specific needs.
• Conversational Approach: Encourages a consultative dialogue rather than a hard sell, making prospects feel more comfortable.
• Action-Oriented Objectives: Each call should have a clear primary objective, focusing on the desired action from the prospect.

How can I eliminate the fear of rejection while cold calling?

• Shift Your Mindset: View rejection as a natural part of the sales process rather than a personal failure, reducing anxiety.
• Set Secondary Objectives: Establish secondary objectives for each call, such as gathering information, to find value in every interaction.
• Focus on Value: Concentrate on the value you can provide to the prospect, shifting focus away from fear of rejection.

What are Possible Value Propositions (PVPs) in Smart Calling?

• Definition: PVPs are specific statements that articulate the potential value a prospect may receive from your product or service.
• Customization: Requires understanding the unique needs and pain points of each prospect for tailored messaging.
• Examples: Highlight benefits such as cost savings or efficiency improvements to make them more compelling to prospects.

How should I handle voice mail messages according to Smart Calling?

• Prepare Your Message: Have a well-crafted voice mail message ready that includes your name, company, and a brief mention of the value you can provide.
• Pique Curiosity: Create curiosity about what you can offer, encouraging the prospect to return your call.
• Follow Up: Plan to call back at a later time, as consistent follow-up increases the chances of connecting with the prospect.

What are some effective strategies for working with gatekeepers in Smart Calling?

• Build Rapport: Treat gatekeepers as valuable allies rather than obstacles, establishing a friendly relationship.
• Ask for Help: Use a conversational tone and ask the gatekeeper for assistance in reaching the decision-maker.
• Be Respectful: Acknowledge the gatekeeper's role and expertise, showing respect to lead to better outcomes.

What should I avoid saying in my opening statements according to Smart Calling?

• Avoid Weak Language: Phrases like "I just wanted to..." can undermine your authority; be direct and assertive instead.
• Don’t Mention Products First: Opening with a product pitch can trigger resistance; focus on the prospect's needs.
• Skip Apologies: Don’t apologize for taking their time; convey the importance of your call and the value you can bring.

What are the best quotes from Smart Calling and what do they mean?

• “You’re rejected only if you think you are.”: Emphasizes that rejection is often a mental barrier, encouraging focus on objectives.
• “Speak less, sell more.”: Highlights the importance of listening in sales conversations to gather valuable information.
• “Pitching is for sports, not sales.”: Argues that sales should be a collaborative conversation, fostering better connections.

How does Smart Calling suggest handling early resistance from prospects?

• Expect Resistance: Anticipate early resistance as a natural reaction, preparing effective responses.
• Use Pattern Interrupts: Redirect the conversation when faced with resistance by asking a question that shifts focus.
• Softening Statements: Use softening statements to diffuse tension before asking questions, making prospects more comfortable.

What is the Jim Furyk Theory mentioned in Smart Calling?

• Unconventional Success: Compares the unconventional golf swing of Jim Furyk to the sales process, suggesting success through various approaches.
• Focus on Results: Emphasizes that achieving desired results is what matters most, regardless of the method used.
• Flexibility in Techniques: Encourages adapting techniques based on unique style and situation, rather than strictly adhering to one method.