Sales Prospecting for Dummies

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.

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