Prospecting: The Key to Sales Success

Prospecting: The Key to Sales Success

by Virden J. Thornton, Ralph Mapson
     
 

ISBN-10: 1560522712

ISBN-13: 9781560522713

Pub. Date: 05/01/1995

Publisher: Crisp Publications, Inc.

On average you must make 25 contacts to find five prospects and eventually close one sale. Obviously, successful prospecting is vital to your sales success. This book supplies turn-key ideas on streamlining your prospecting to successfully reach decision makers.

Overview

On average you must make 25 contacts to find five prospects and eventually close one sale. Obviously, successful prospecting is vital to your sales success. This book supplies turn-key ideas on streamlining your prospecting to successfully reach decision makers.

Product Details

ISBN-13:
9781560522713
Publisher:
Crisp Publications, Inc.
Publication date:
05/01/1995
Series:
Fifty-Minute Series
Edition description:
New Edition
Pages:
90
Product dimensions:
8.06(w) x 10.00(h) x 0.30(d)

Table of Contents

Introduction
Part 1: Find Prospects in Published Materials Cultivate Reference Specialists Directories as Sources for Leads Find Prospects Through Mailing Lists
Part 2: Person-to-Person Prospecting Search Out Your Centers of Influence Network to Get Referrals Getting Referrals: Just Ask Join Industry Trade Associations Trade Shows Can Pay Big Returns
Part 3: Find Prospects by Speaking and Writing Speak Out for Leads The Second Most Powerful Prospecting Tool Write Your Way to Prospecting Success
Part 4: Getting to Decision Makers Making Appointments with Decision Makers Call Often
Part 5: Time and Conflict Management How to Win at the Numbers Game The "Eight-Day," Forty-Appointment Week Tracking Your Efforts Prospecting Review
Part 6:
Appendix Reference Material Bibliography

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