There is no phase of the sale that is more important than
prospecting. Because of that, I have wanted to write this
section for many, many years.
As I soon discovered, it was a difficult narrative to write for
many reasons. For example, simply outlining specific phrases or
terms without linking them to a specific strategy proved to be an
incomplete formula.To compound that,words that don’t match
the emotional buying agenda of a specific type of buyer will only
fall on deaf ears.
As a consequence, I have identified a tightly targeted set of
true 21st-century strategies, linked appropriate phrases to each
strategy, and then tied many to a specific set of words and
phrases that are geared toward the emotional buying agenda of
25 specific types of customers.Think of these 25 as prototypes of
other customer groups not included here and use the strategies,
words,and phrases to develop your approach for generating and
developing your sales leads.
The section is practical, usable, and can be applied to any
sales effort regardless of the product or service you sell.
Therefore, I urge you to feel confident in using the phrases found
in the section.They have been tested, proven, and are extremely
effective … and can be used day in and day out in your prospecting
effort with great results.
There is not a more practical, user friendly source for
prospecting anywhere.Use that to your advantage.My very best
to you and thank you for obtaining the book. It could be the best
investment you have ever made.
