Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls
- 2h 50m
- Michael D. Krause
- McGraw-Hill
- 2013
Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever.
About the Author
Michael D. Krause is the founder and owner of the sales consultant firm Sales Sense Solutions, Inc., which brings Fortune 500 sales strategies from organizations such as First Data and Lexis-Nexis to midsized and smaller companies.
In this Book
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Smart Prospecting That Works Every Time!—Win More Clients with Fewer Cold Calls
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Introduction
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How To Use This Book
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How Does a Prospect Think?
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He Shoots, He Scores!
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What Prospects Value
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Ready, Fire, Aim!
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Cultivating Great Bedside Manners
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Circling the Wagons
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Breaching the Fortress
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Objectives are Closer than They appear
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Soup to Nuts
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Your Smart Prospecting Launch
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Shared Traits Worksheet
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Opening Statement Template
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Daily Time Management Log
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Sales Sense Letter
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Prospect Approach Planning Checklist
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Precall Checklist
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Postcall Evaluation
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Call Script Worksheets
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Smart Prospecting That Works Every Time! Book Evaluation
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Notes
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