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Prospecting
Chapter Five Sample
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Chapter Five Sample
Prospecting

Dear Paul, Thank you so very much for your fantastic e-books! I have attended several sales and prospecting events as well as read several books. Your e-books put the steps and skills into the most logical and easy to follow format that I have found. I am already reaping the benefits after only a month in my new position! Sincerely, Ann Wilbanks - Insurance Agent PS: Your extra help really made a difference to me. Customer Service is hard to find in this day and you went beyond the call of duty!

Sales Prospecting, lead generation, and the development of new customers is one of the major methods by which you will obtain territorial growth, sales volume increases, and personal achievement.

Daily you will be confronted with the job of developing new customers. Whether your contact with a potential new customer is the original visit or a recall, you should record for later use facts about the prospective account and the key personnel - in all cases. This information should be readily available for future follow up calls.

A proven method of maintaining the information and record activity with the prospect is with a good contact management software program or a 3x5 prospect card filing system.

Some of the advantages are:

The information it contains is readily available

It is portable

Contains future activity

You can easily add to and delete from it.

Modify and edit it to suit your needs.

Contains previous activity

The 3x5 prospect card file (data base) is to be used as the name implies, as a method of maintaining a file containing information on, and activity with prospective customers. Establish your file from leads you have received from your mentor, personally developed leads from calls, new contacts, and all other prospecting sources.

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