Are you ready to conquer your call reluctance? That is the promise of this book! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering. The resources in this book are a reflection of 30-plus years as a full-time sales performance coach. This information has helped thousands of people break through their barriers and find the will to make the prospecting calls they need to make.

What This Book Is: Learning to get to the feeling level in a sales interview. It Has to Feel Right: If you are not asking your prospective clients questions that are creating clarity and commitment on a feeling level, they are not going to be able to make a decision when the time comes. They will want to “think about it.” Wouldn’t you rather have a decision one way or another? What you will learn: - How to get to the feeling level and close more sales. - What questions will get you to the feeling level the quickest. - How to get more comfortable asking the feeling questions. - How to ...

How to Get More Comfortable Asking for Referrals teaches you to... •Define what is keeping you from asking for referrals and what you can do about it. •Build a referral track that you will actually use. •Take the pressure off both you and your clients. •Use field-tested sample languages, letters and approaches. •Get in the right state of mind before you ask for referrals. "The most comprehensive, practical guide to referred-lead skill-building that I have seen." Gary L. Simpson, CLU, ChFC; Managing Partner, New York Life St. Louis, Missouri (GAMA News Journal Editorial Board)

In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal.