Sales Prospecting For DummiesISBN: 978-0-7645-5066-9
Paperback
312 pages
April 1998
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Introduction.
PART I: Who Needs you?
Chapter 1: Prospecting Defined.
Chapter 2: Just Exactly What Is It You're Selling?
Chapter 3: Doing Your Homework.
Chapter 4: Make Prospecting Your Hobby.
PART II: Resources of the Rich and Famous.
Chapter 5: Prospecting Is Just Like Fishing.
Chapter 6: Prospecting by Remote.
Chapter 7: Making Connections.
PART III: Making the Contact.
Chapter 8: Getting Prospects Involved.
Chapter 9: Choose Your Verbal Weapons Carefully.
Chapter 10: Getting an Appointment.
Chapter 11: Putting Others at Ease.
Chapter 12: Can You Really Help These People?
PART IV: What's a Few Referrals Among Friends?
Chapter 13: Getting Your Next Prospect from Your Last Prospect.
Chapter 14: Keep Yourself and Your Product in the Prospect's Mind.
PART V: It's a Numbers Game.
Chapter 15: How to Handle Failure and Rejection.
Chapter 16: Goal Setting Keeps You Focused.
Chapter 17: Time Planning Moves You Forward.
PART VI: The Part of Tens.
Chapter 18: The Ten Biggest Prospecting Mistakes Everyone Makes.
Chapter 19: Ten Creative Prospecting Methods.
Chapter 20: Ten Questions to Ask about Any List.
Chapter 21: Ten Places to Prospect You May Not Have Thought of.
Index.
Dummies Book Registration.
PART I: Who Needs you?
Chapter 1: Prospecting Defined.
Chapter 2: Just Exactly What Is It You're Selling?
Chapter 3: Doing Your Homework.
Chapter 4: Make Prospecting Your Hobby.
PART II: Resources of the Rich and Famous.
Chapter 5: Prospecting Is Just Like Fishing.
Chapter 6: Prospecting by Remote.
Chapter 7: Making Connections.
PART III: Making the Contact.
Chapter 8: Getting Prospects Involved.
Chapter 9: Choose Your Verbal Weapons Carefully.
Chapter 10: Getting an Appointment.
Chapter 11: Putting Others at Ease.
Chapter 12: Can You Really Help These People?
PART IV: What's a Few Referrals Among Friends?
Chapter 13: Getting Your Next Prospect from Your Last Prospect.
Chapter 14: Keep Yourself and Your Product in the Prospect's Mind.
PART V: It's a Numbers Game.
Chapter 15: How to Handle Failure and Rejection.
Chapter 16: Goal Setting Keeps You Focused.
Chapter 17: Time Planning Moves You Forward.
PART VI: The Part of Tens.
Chapter 18: The Ten Biggest Prospecting Mistakes Everyone Makes.
Chapter 19: Ten Creative Prospecting Methods.
Chapter 20: Ten Questions to Ask about Any List.
Chapter 21: Ten Places to Prospect You May Not Have Thought of.
Index.
Dummies Book Registration.