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The Complete Idiot's Guide to Cold Calling by Keith Rosen

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Chapter 10
The Anatomy of a Prospecting Conversation
In This Chapter
• Learn the five objectives during an initial cold call
• Develop your own seven-step prospecting template
• Grab a prospect’s interest in seconds
• Have a conversation instead of pitching them
• Defuse a prospect’s resistance
• Generate more sales in less time
 
Congratulations, you’re practically halfway there and on your way to winning the prospecting game! Here’s a good time to take a moment and acknowledge how far you’ve come. So, pat yourself on the back. You’re doing great!
The work you do in this chapter will continue to build on what you have learned. Now that you know the reasons why your prospects should speak with you it’s time to determine exactly what you are going ...

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