CONTENTS
Section One: The Smart Calling Concept
Chapter 1: Cold Calling Is Dumb, but Prospecting Is Necessary
Why Telephone Prospecting Is Both Essential and Profitable
Cold Calling Myths, Smart Calling Truths
Still Think Prospecting Doesn’t Work? That’s News to Someone Doing It
Smart Calling versus Cold Calling
Section Two: Pre-Call Planning
Chapter 2: Creating Your Possible Value Proposition
Understanding Your Prospects and Why They Might Buy from You
The Easy Way to Provide Possible Value
Are You Able to Help Cut Costs?
The Value You Have Already Provided for Others
Value Is Not the Same for Everyone
Chapter 3: Intelligence Gathering
What Information Do You Want about Your Prospects?
Identify and Look for Trigger Events
Where to Find Your Smart Information
Exploring the Wealth of Online Information
How to Steal Business When Your Competitor Undergoes Changes
Social Networking—or Social Not-Working?
Chapter 4: Using Social Engineering to Gather Intelligence
Assume What You Can’t Get and You’ll Always Be Right
An Example of Social Engineering in Action
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