The Blitz Call Prospecting Kit: Includes the Blitz Call Book, Unabridged Book on Audio Tape, and Comprehensive Self-Instruction Manual

Front Cover
Trufield Enterprises, Inc., 1993
 

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Contents

Make the Prospecting Process Work for You
6
The BLITZ CALL System
10
The 3 Laws of Prospecting
13
Field Implementation
16
Field Implementation 2
18
Field Implementation 3
20
Field Implementation 4
22
Field Implementation 5
25
Just Do the Next Thing Dont Worry About the End Now
70
If You See a Continuing Problem Change
73
Watch out for Relativism
75
Laws Model Really Holds True
77
The BLITZ Presentation and Sale
79
Stop and Think
82
Its Actually Easier to Do It Than to Think About It
85
Persistence At the Start Really Pays Off
87

Field Implementation 6
28
Field implementation 7
30
Field Implementation 8
33
Field Implementation 9
35
Choices
38
Anticipate and Use Your Resources
41
Being Proactive is the Greatest Feeling in the World of Selling
44
The More You Do The Better You Become So The Less You Will Have To Do
46
If You Focus On Your Objective Its A Lot Easier
48
The Importance of Repetition
50
The Importance of Repetition 2
52
We Are All Subject to The Law of the Hierarchy of Habits
54
Keep Good Records and Follow Up
56
Your Future is Dependent on Your Present
59
Keep Your Prospecting Muscles in Shape
61
Consider the BLITZ Presentation and BLITZ Sale
63
Persistence in Prospecting is Simply the Aerobic Training of Sales
66
Training for Triathlons or Prospecting is the Same
68
Segment Your Week
89
Timing is Important So Persistence is Critical
91
Earn 85 for Every Cold Call
94
When to Give Up On A Prospect
96
When to Give Up On A Prospect 2
98
When to Give Up On A Prospect 3
101
When to Give Up On A Prospect 4
103
When to Give Up On A Prospect 5
105
When to Give Up On A Prospect 6
107
Dont Be Insane
109
Know the End at the Beginning
111
Be Appreciative of the Opportunity
113
Know What To Do on the First Three Calls
115
What No Receptionist?
117
Get These Things
119
Attention Sales Executives
122
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