| Topical Outline – Sales Prospecting |
| Introduction |
Part One: Who Needs You?
- Prospecting Defined
- Just Exactly What Is It You’re Selling?
- Do Your Homework
- Make Prospecting Your Hobby
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Part Two: Resources of the Rich and Famous
- Prospecting Is Just Like Fishing
- Prospecting by Remote
- Making Connections
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Part Three: Making the Contact
- Getting Prospects Involved
- Choose Your Verbal Weapons Carefully
- Getting an Appointment
- Putting Others at Ease
- Can You Really Help These People?
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Part Four: What’s a Few Referrals Among Friends?
- Getting Your Next Prospect from Your Last Prospect
- Keep Yourself and Your Products in the Prospect’s Mind
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Part Five: It’s a Number Game
- How to Handle Failure and Rejections
- Goal Setting Keeps You Focused
- Time Planning Moves You Forward
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Part Six: The Part of Tens
- The Ten Biggest Prospecting Mistakes Everyone Makes
- The Creative Prospecting Methods
- Ten Questions to Ask about Any List
- Ten Places to Prospect You May Not Have Thought of
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