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Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls
book

Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

by Michael D. Krause
March 2013
Intermediate to advanced
224 pages
5h 39m
English
McGraw-Hill
Content preview from Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

CONTENTS

Acknowledgments

Introduction

How to Use This Book

Chapter 1   How Does a Prospect Think?

Chapter 2   He Shoots, He Scores!

Chapter 3   What Prospects Value

Chapter 4   Ready, Fire, Aim!

Chapter 5   Cultivating Great Bedside Manners

Chapter 6   Circling the Wagons

Chapter 7   Breaching the Fortress

Chapter 8   Objectives Are Closer Than They Appear

Chapter 9   Soup to Nuts

Chapter 10   Your SMART Prospecting Launch

Appendix A   Shared Traits Worksheet

Appendix B   Opening Statement Template

Appendix C   Daily Time Management Log

Appendix D   Sales Sense Letter Framework

Appendix E   Prospect Approach Planning Checklist

Appendix F   Precall Checklist

Appendix G   Postcall Evaluation

Appendix H   Call Script Worksheets

Appendix I    Smart ...

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Publisher Resources

ISBN: 9780071805421