Prospecting - finding and qualifying prospective clients - is the first step in the selling proposition. It can also be the most daunting. The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves.
Prospecting - finding and qualifying prospective clients - is the first step in the selling proposition. It can also be the most daunting. The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves.
Tom Hopkins became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written numerous books and conducts seminars worldwide.
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Introduction.
PART I: Who Needs you?
Chapter 1: Prospecting Defined.
Chapter 2: Just Exactly What Is It You're Selling?
Chapter 3: Doing Your Homework.
Chapter 4: Make Prospecting Your Hobby.
PART II: Resources of the Rich and Famous.
Chapter 5: Prospecting Is Just Like Fishing.
Chapter 6: Prospecting by Remote.
Chapter 7: Making Connections.
PART III: Making the Contact.
Chapter 8: Getting Prospects Involved.
Chapter 9: Choose Your Verbal Weapons Carefully.
Chapter 10: Getting an Appointment.
Chapter 11: Putting Others at Ease.
Chapter 12: Can You Really Help These People?
PART IV: What's a Few Referrals Among Friends?
Chapter 13: Getting Your Next Prospect from Your LastProspect.
Chapter 14: Keep Yourself and Your Product in the Prospect'sMind.
PART V: It's a Numbers Game.
Chapter 15: How to Handle Failure and Rejection.
Chapter 16: Goal Setting Keeps You Focused.
Chapter 17: Time Planning Moves You Forward.
PART VI: The Part of Tens.
Chapter 18: The Ten Biggest Prospecting Mistakes EveryoneMakes.
Chapter 19: Ten Creative Prospecting Methods.
Chapter 20: Ten Questions to Ask about Any List.
Chapter 21: Ten Places to Prospect You May Not Have Thoughtof.
