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

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Index

A

acknowledgment of referrals
Act!
action plans
pre-call planning
prospecting
Advisor (prospector)
analysis, prospecting template
effective questions
maximizing time
needs analysis objectives
quality over quantity
recognizing wrong prospects
anniversary cards, maintaining client interest
approaches (prospectors)
Advisor
Copier
Educator
Pleaser
Pontificator
Pusher
Sprinter
asking for referrals
attitude
belief in product/service
cold calling positives
identifying personal attitude toward cold calling
importance of cold calling
limiting beliefs
loss of sales
maintaining a healthy mind-set
mental operating system
mindshifts
creating possibilities over expectations
detaching from the outcome
focus on intention/goal
focus on present
making ...

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