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1731993 Million Dollar Prospecting Techniques
   Preis:   € 15,90

Einband: Pb
Auflage: 1. Auflage
Verlag: John Wiley & Sons New York
Erscheinungsdatum: 10/1999
Seiten: 272 S.

ISBN-10: 0-471-32550-3   
ISBN-13: 978-0-471-32550-5

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Beschreibung
Yor've heard from the rest, now learn from the best-Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table-the top six percent of the international life insurance sales industry-Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including:
* Attitude, authenticity, and other intangibles
* Locating and qualifying prospects
* Leveraging the telephone's full power
* Making cold calling more effective-and more fun
* Building networks and getting referrals
* Marketing-including a chapter on electronic marketing techniques
No matter what product or service you sell, you won't want to be without this authoritative guide to the art and science of effective prospecting techniques. Also available in the Million Dollar Round Table series: Million Dollar Selling Techniques Paper * 0-471-32549-X * $16.95 USA/$26.50 CAN Million Dollar Closing Techniques Paper * 0-471-32551-1 * $16.95 USA/$26.50 CAN
Inhalt
Prospecting Intangibles.
Prospecting Strategies, Systems, and Formulas.
Prospecting with the Telephone.
Building Networks and Getting Referrals.
Markets.
Conclusion.
A Final Note.
About CFP.
Index.
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