B2B

Wireless Sales Training Series
Prospecting ... $125
A guide to target businesses, & define your value proposition. Includes 43page workbook with instruction on digital audio CD


Sourcing
Where to find a lead
The Internet as a search tool
Vertical markets
Identifying decision makers

Networking
Working an event
Networking clubs

Letter writing
Letters that get read
Envelopes that get opened

Setting appointments
Protocol
Getting past the gatekeeper
Preparation

Initial objections
Protocol
Objections and answers

Action planner
Preparing for the appointment
A prospecting blitz
Goal setting
Maintaining a funnel system
Commitment

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