Million Dollar Prospecting Techniques

by The Million Dollar Round Table Center for Productivity

• ISBN13: 9780471325505
• ISBN10: 0471325503
• Format: Paperback
• Copyright: 1999-09-01
• Publisher: Wiley

Summary

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 No matter what product or service you sell, you won't want to be without this authoritative guide to the art and science of effective prospecting techniques. Also available in the Million Dollar Round Table series: Million Dollar Selling Techniques Paper * 0-471-32549-X * $16.95 USA/$26.50 CAN Million Dollar Closing Techniques Paper * 0-471-32551-1 * $16.95 USA/$26.50 CAN

Author Biography

<b>The MILLION DOLLAR ROUND TABLE (MDRT)</b> is an international, independent association comprising the top six percent of life insurance producers worldwide. With 19,000 members representing 400 companies from more than 50 nations, MDRT is a powerful force in the life insurance industry, with a rich tradition of sharing knowledge for the benefit of clients, producers, and companies.

Table of Contents

Introduction	v
Chapter 1 Prospecting Intangibles	1	(32)
Attitude	1	(3)
Authenticity	4	(8)
Defeating Call Reluctance	12	(7)
Applying Your Strengths	19	(7)
Overcoming the Fear of Rejection	26	(7)
Chapter 2 Prospecting Strategies, Systems, and Formulas	33	(70)
Why Prospects Buy	33	(12)
Keep Customers Coming Back and Prospects Begging for More	45	(22)
Locating and Qualifying Prospects	67	(11)
How to Get All the Prospects You Want	78	(15)
The Magic of Introductions	93	(3)
The Nonverbals of Prospecting	96	(7)
Chapter 3 Prospecting with the Telephone	103	(10)
A Dozen Ways to Make Cold Calling Fun	103	(3)
The Telephone: Your Best Sales Tool	106	(7)
Chapter 4 Building Networks and Getting Referrals	113	(62)
The Art of Networking	113	(30)
The Million Dollar Business Card	143	(2)
Referrals: A Gold Mine of Opportunity	145	(13)
Cultivating the Confidence of Prospects	158	(13)
Prospecting through Seminars	171	(4)
Chapter 5 Markets	175	(58)
Newsletters: Make Them Your Prospecting Ally	177	(14)
Projecting a Powerful and Confidence-Building Image	191	(16)
Electronic Marketing: An Essential Ingredient for Maximum Exposure	207	(7)
Prospecting and Selling in the Mature Market	214	(10)
Yuppie Be, Yuppie Buy	224	(9)
Conclusion	233	(2)
A Final Note	235	(23)
About CFP	258	(2)
Index	260