Topical Outline – Sales Prospecting

Topical Outline – Sales Prospecting
Part One: Who Needs You?

  1. Prospecting Defined
  2. Just Exactly What Is It You’re Selling?
  3. Do Your Homework
  4. Make Prospecting Your Hobby
Part Two: Resources of the Rich and Famous

  1. Prospecting Is Just Like Fishing
  2. Prospecting by Remote
  3. Making Connections
Part Three: Making the Contact

  1. Getting Prospects Involved
  2. Choose Your Verbal Weapons Carefully
  3. Getting an Appointment
  4. Putting Others at Ease
  5. Can You Really Help These People?
Part Four: What’s a Few Referrals Among Friends?

  1. Getting Your Next Prospect from Your Last Prospect
  2. Keep Yourself and Your Products in the Prospect’s Mind
Part Five: It’s a Number Game

  1. How to Handle Failure and Rejections
  2. Goal Setting Keeps You Focused
  3. Time Planning Moves You Forward
Part Six: The Part of Tens

  1. The Ten Biggest Prospecting Mistakes Everyone Makes
  2. The Creative Prospecting Methods
  3. Ten Questions to Ask about Any List
  4. Ten Places to Prospect You May Not Have Thought of

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Saturday Vigil: 4:30 pm

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