Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, 2nd Edition

INDEX

“About-them” mind-set

Accounts payable and receivable

ACTION sales model

Add-on Selling (Domanski)

“Ah Counters”

Allport, Gordon

Amazon.com

American City Business Journals

Amy Vanderbilt Complete Book of Etiquette (Tuckerman and Dunman)

Annoying phrases

Answer to objection

Approved list

Asking attitude

Asking for a decision

Asking gets action

Assistants. See also Screeners

calendar information

cell-phone number

information from

name of

reference made to

working with

Assumptive problem questions

Authority

Bacon, Francis

Bechtel, Michael

Benefit vs. free

Benefits

defined

of secondary objectives

Bergoust, Eric

Berkley, Susan

The Big Idea (TV program)

Blogs

Boomtown (TV program)

BORBA

Boyan, Lee

Brainstorming

Brush-off

Budget

Buffington, Perry

Buyers

avoidance issues

daily world

follow

gatekeepers treatment as

getting messages to

impact

motivation

personal information about

on vacation

value perception

wants of

ways to find

Buying decision

influence

people in

Buying process in progress

Call summary ending

need and interest

next-call agenda

what each will do

when to talk next

Call-backs

Caller ID

Calls

opening

review and fine tune

Carnegie, Dale

Cheap Psychological Tricks (Buffington)

Churchill, Winston

Cialdini, Robert

Cold calling

Etherington on

myths of

numbers game of

vs. Smart Calling

term

Cold Calling for Chickens (Etherington)

Commitment

vs. close

momentum toward

of prospects

Commitment for next action

ask for action not permission

asking for more gets more

attitude vs. ...