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Million Dollar Prospecting Techniques (Million Dollar Round Table)
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Product Description
Yor’ve heard from the rest, now learn from the best—Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table—the top six percent of the international life insurance sales industry—Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including:
- Attitude, authenticity, and other intangibles
- Locating and qualifying prospects
- Leveraging the telephone’s full power
- Making cold calling more effective—and more fun
- Building networks and getting referrals
- Marketing—including a chapter on electronic marketing techniques
Product Details
- Amazon Sales Rank: #18666 in Books
- Published on: 1999-09-21
- Original language: English
- Number of items: 1
- Binding: Paperback
- 272 pages
Editorial Reviews
From the Back Cover
Yor’ve heard from the rest, now learn from the best—Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table—the top six percent of the international life insurance sales industry—Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including:
- Attitude, authenticity, and other intangibles
- Locating and qualifying prospects
- Leveraging the telephone’s full power
- Making cold calling more effective—and more fun
- Building networks and getting referrals
- Marketing—including a chapter on electronic marketing techniques
About the Author
The MILLION DOLLAR ROUND TABLE (MDRT) is an international, independent association comprising the top six percent of life insurance producers worldwide. With 19,000 members representing 400 companies from more than 50 nations, MDRT is a powerful force in the life insurance industry, with a rich tradition of sharing knowledge for the benefit of clients, producers, and companies.
Customer Reviews
I expected more
This book reflects a low standard from an excellent organization. It is a mixes plegiarizaton with cliches and fails to deliver anything of substance to those wanting more. As someone who trains financial planners, skip this book. There are better books on prospecting and attitudes about prospecting such as the psychology of call reluctance (see my list of suggested sales books). Others, like SPIN selling do a much better job on the subject of selling in general. Skip this one. Buy one of the others. Demand better from MDRT.
Not worth my time
I needed a book on prospecting because I just got started in automotive sales. This dull book wasted most of it's time discussing attitudes and philosophies about selling. Another entire chapter of this 5 chapter gem was devoted to networking at parties (and the only parties discussed in this chapter were ones were lots of successful rich business owners are in attendance-gee thanks).
Basically I ten times more useful prospecting ideas out of one chapter of Tom Hopkins "How to Master the Art of Selling" than this entire book!
A must for all Financial Advisors for the 2000's
I help educate and motivate financial advisors every day and finally I have found a book that backs up my own personal beliefs. This is a must for all financial advisors as we go into the year 2000. I personally give this book to my clients as a gift.
