Having a never-ending stream of new buyers and potential clients is the lifeblood of any business, and prospecting—the act of researching, contacting, and beginning conversations with potential customers—is a vital part of growing a successful business. This thorough textbook, written by Sean McPheat, the founder and managing director of management development specialists MTD Training, teaches the prospecting skills which will help you take advantage of the many opportunities provided by successful sales prospecting. It can be downloaded as a free e-book here.
Successful Prospecting in Sales not only outlines the actual tasks involved in locating and contacting potential customers, such as creating effective introductory sales letters and cold calling, it also helps the salesperson identify and develop the interpersonal and organizational skills that will help him instill trust in his potential clients and better understand an organization’s true needs. The text includes strategies for becoming a better listener, developing effective communication skills, reading and conveying information through body-language, and self-motivation. Simple diagrams are utilized and important tips are highlighted throughout the text for easy reference. Useful resources for further research are also included.
Download the Successful Prospecting in Sales e-book for free!