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The last prospecting guide you'll ever need

Author: Bob Burg
Publisher: Shippensburg, PA : Sound Wisdom, 2013.
Edition/Format:   eBook : Document : English : Direct sales edView all editions and formats
Database:WorldCat
Summary:
Do you have all of the prospects you need?Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With the Only prospecting Guide You'll Ever Need by your side, you'll learn exactly how to cultivate all of the business  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Burg, Bob.
Last Prospecting Guide You'll Ever Need : Direct Sales Edition.
Shippensburg : Sound Wisdom, ©2013
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Bob Burg
ISBN: 9781937879136 1937879135
OCLC Number: 847619063
Description: 1 online resource (xii, 105 pages)
Contents: Cover; TABLE OF CONTENTS; PREFACE; CHAPTER 1: THE MINDSET (Your Only Inventory Is People); CHAPTER 2: THE PROCESS (10 Steps to Cultivating Prospects from Thin Air); CHAPTER 3: FOLLOWING UP (Gently and Effectively); CHAPTER 4: "QUICK" PROSPECTING (Lots and Lots of Prospects); CHAPTER 5: TYING IT ALL TOGETHER (SO FAR) (Remember the Fundamentals); CHAPTER 6: REFERRALS; CHAPTER 7: SETTING REFERRAL-BASED APPOINTMENTS; CHAPTER 8: THREE-WAY CALLS (Easy as ABC); CHAPTER 9: OBJECTIONS (They May Be More Than Just What They Seem) (Okay, And Answering Them, Too). CHAPTER 10: ANSWER OBJECTIONS AND PERSUADE YOUR PROSPECT (By Not Answering Objections And By Not Persuading Your Prospects)CHAPTER 11: SYSTEMS LEAD TO SUCCESS; CHAPTER 12: PERCEPTUAL REALITIES; CHAPTER 13: UNDERSTANDING "THE LAW OF SUCCESSFUL GIVING AND SUCCESSFUL RECEIVING" (Part 1) (Excerpted from Endless Referrals: Network Your Everyday Contacts into Sales); CHAPTER 14: UNDERSTANDING "THE LAW OF SUCCESSFUL GIVING AND SUCCESSFUL RECEIVING" (Part 2, "The Grand Paradox") (Excerpted from Endless Referrals: Network Your Everyday Contacts into Sales, by Bob Burg).
Responsibility: Bob Burg.

Abstract:

Do you have all of the prospects you need?Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With the Only prospecting Guide You'll Ever Need by your side, you'll learn exactly how to cultivate all of the business prospects you could ever want. Bob Burg's national bestseller, The Go-Giver has been heralded as a new business classic. It's been translated into 19 languages and has already soared.

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