Successful Prospecting in Sales
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816117
Table of contents: title: Content; title: 1. Introduction; title: 1.1. What Is Prospecting?; title: 1.2. The Four Myths of Sales Prospecting; title: 2. The Role of Prospecting in the Sales Process; title: 2.1. Introduction; title: 2.2. The Changing Face of Prospecting; title: 3. General Skills that Prospecting Requires; title: 3.1. Introduction; title: 3.2. Research Skills; title: 3.3. Organization Skills; title: 3.4. Listening Skills; title: 3.5. Effective Communication Skills; title: 3.6. Problem Solving Skills; title: 3.7. Interpersonal Skills; title: 3.8. Self-Motivation Skills; title: 3.9. Perseverance; title: 4. Prospecting Tips; title: 4.1. Introduction; title: 4.2. General Prospecting Tips; title: 5. Effective Introductory Sales Letters; title: 5.1. Introduction; title: 5.2. The Five Second Rule; title: 5.3. The Language You Choose; title: 5.4. Getting Past the Gatekeeper; title: 5.5. Sales Letter Structure; title: 5.6. More Letter Structure Tips; title: 5.7. Other Sales Letter Writing Tips; title: 6. Cold Calling Techniques; title: 6.1. Introduction; title: 6.2. Your Attitude towards Cold Calling; title: 6.3. Cold Calling Techniques; title: 7. Prospecting with Existing Customers; title: 7.1. Introduction; title: 7.2. Being Perceived as an Expert; title: 7.3. Keeping the Customer Informed; title: 7.4. Selling to Existing Customers; title: 8. Resources