The smart calling concept. Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- Pre-call planning. Creating your possible value proposition ; Intelligence gathering : making your calls smart -- Using social engineering to gather intelligence ; Setting smart call objectives and never being rejected again ; More smart ideas for prior to your call -- Creating and placing the smart call. How to be smart with voice mail ; Working with screeners, gatekeepers, and assistants? ; Opening statements : what to avoid to minimize resistance ; Creating interest with your smart call opening statement ; Handling early resistance on your smart calls ; Using smart questions ; The more important side of the question : listening ; Recommending the next step ; Getting commitment for the next action ; Wrapping up calls and setting up the next action -- Putting it all together. How to sound smart : effective telephone communication ; Getting and staying motivated ; More smart calling success tips ; A smart call case study and makeovers.