- PREFACE TO THINK, DO, PROSPECT
- PART I: TO THINK
- WHAT IS PROSPECTING?
- Is prospecting selling
- Why do people hate prospecting so much
- Can I learn and master prospecting
- What is a lead in a process
- Get to work!
- PART II: DO PROSPECT LIKE A PRO
- About discipline
- About (de) motivation
- Goals
- Smart or hard work
- How to get through bad days
- Empathy and work ethic
- Education
- Common objections
- Deliver a clear message
- Hard choices
- PART III: PROSPECT
- TAKE ACTION
- Turn off all your distractions
- Analyzing your activities
- Cold calling scripts
- Warm calls
- Measure your effects
- Patience and understanding the buying process
- Follow up as soon as you can
- Be precise
- Managing your pipeline
- Qualify, nurture and talk to your prospects
- The best time is now
- ACKNOWLEDGMENTS
- REFERENCES
E-book
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drukowana A5
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