Publisher's Synopsis
Prospecting is how you find clients. Whether you do it yourself or someone else does it for you, it is the beginning of the sales process. Without prospects in sales you will not succeed. Yes in retail the owners usually advertise to bring in their prospects for you to sell the products or services; but as soon as you need to to find your own clients, the whole ball game changes. Being good in prospecting is the one area that makes sales people independent, strong and successful (and wealthy) providing them with their own personal inventory for obtaining sales. In this book we tell you why you prospect, where to prospect, when you prospect, how to prospect and what (who) to prospect. Its all here. We outline what to say and do on your first introductory meeting or telephone conversations and provide sample questions to ask. We show you how to clear the deadwood and find the right kind of prospects - the ones who have a need and will buy. You will find over 20 ways to find prospects and many of them with multiple avenues to follow. If you want to succeed in commissioned sales you will need to master this skill to get you on the right path.
