Perfect Phrases for Lead Generation

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McGraw Hill Professional, Nov 16, 2007 - Business & Economics - 247 pages
Prospecting for new customers is a key part of every salesperson's job-and perhaps the most challenging part. Your leads, your approach, your timing, everything needs to be perfect. That's why you need Perfect Phrases for Lead Generation by renowned sales guru Bill Brooks. He's assembled a winning collection of proven sales strategies for the 21st century-each linked with appropriate phrases for every customer scenario. Using his surefire selection of targeted phrases, you'll learn how to: * Identify the 25 types of clients-and customize your words to win them over * Master the 10 principles of direct prospecting-using the right phrases to turn cold calls into cash * Expand your customer base-and grow your sales-faster, bigger, and better Filled with hundreds of ready-to-use phrases, specific sales pitches, new communication tools, and other networking secrets, this invaluable handbook puts all the tricks of trade at your fingertips. Table of contents: * Chapter 1: The realities, myths, errors and urban legends behind prospecting * Chapter 2: Your direct value statement: What to say * Chapter 3: Direct methods of prospecting - cold, warm and hot calling: What to say * Chapter 4: Pre-approach campaigns: What to say and write to 25 types of propsective customers * Chapter 5: Contacting warm and hot prospective customers: What to say * Chapter 6: Always confirm every appointment: What to say and write * Chapter 7: Multiple strategies for lead generation and how to make them work.

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The RealitiesMythsErrorsand
What to Say
Direct Methods of Prospecting

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Common terms and phrases

About the author (2007)

Bill Brooks is CEO of The Brooks Group, one of the world's premiere resources for sales and business leadership. He is a renowned corporate coach, consultant, speaker, and the author of fifteen books.