Yor've heard from the rest, now learn from the best-Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table-the top six percent of the international life insurance sales industry-Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including:


? Attitude, authenticity, and other intangibles


? Locating and qualifying prospects


? Leveraging the telephone's full power


? Making cold calling more effective-and more fun


? Building networks and getting referrals


? Marketing-including a chapter on electronic marketing techniques


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