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| Million Dollar Prospecting Techniques (Million Dollar Round Table) | 
 enlarge | Author: The Million Dollar Round Table Center For Productivity
Publisher: Wiley
Category: Book
List Price: $29.95
Buy New: $17.74
You Save: $12.21 (41%)
Buy New/Used from $14.93
Avg. Customer Rating:  (7 reviews)
Sales Rank: 487407
Languages: English (Original Language), English (Unknown), English (Published)
Media: Paperback
Edition: 1
Number Of Items: 1
Pages: 272
Shipping Weight (lbs): 0.8
Dimensions (in): 9.1 x 6.2 x 0.7
ISBN: 0471325503
Dewey Decimal Number: 368.3200688
EAN: 9780471325505
ASIN: 0471325503
Publication Date: September 21, 1999
Availability: Usually ships in 1-2 business days
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| Editorial Reviews:
Product Description
Yor've heard from the rest, now learn from the best-Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table-the top six percent of the international life insurance sales industry-Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including:
* Attitude, authenticity, and other intangibles
* Locating and qualifying prospects
* Leveraging the telephone's full power
* Making cold calling more effective-and more fun
* Building networks and getting referrals
* Marketing-including a chapter on electronic marketing techniques
No matter what product or service you sell, you won't want to be without this authoritative guide to the art and science of effective prospecting techniques. Also available in the Million Dollar Round Table series: Million Dollar Selling Techniques Paper * 0-471-32549-X * $16.95 USA/$26.50 CAN Million Dollar Closing Techniques Paper * 0-471-32551-1 * $16.95 USA/$26.50 CAN
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| Customer Reviews: Read 2 more reviews...
 Million Dollar Ideas for Prospecting January 9, 2008
0 out of 1 found this review helpful
The MDRT Shows why it is the leader in educating and motivating Financial Services Professionals in the Insurance field. By compiling them in a concise and well-written book the ideas of their members, it allows a motivated sales professional to get some new ways to get prospects.
The best way to success is to keep your pipeline full, and this book provides practical ways of doing that.
 OK June 9, 2004
2 out of 4 found this review helpful
Good book. Follow it and you'll do well. MDRT could update this with suggestions from recent MDRT winners.
Very Good Book June 9, 2004
2 out of 5 found this review helpful
I have used, to a degree of success, the suggestions within this book. You must follow and practice in order to become better. I recommend this book for an experienced producer or a entry level salesperson.
 I expected more January 4, 2003
11 out of 12 found this review helpful
This book reflects a low standard from an excellent organization. It is a mixes plegiarizaton with cliches and fails to deliver anything of substance to those wanting more. As someone who trains financial planners, skip this book. There are better books on prospecting and attitudes about prospecting such as the psychology of call reluctance (see my list of suggested sales books). Others, like SPIN selling do a much better job on the subject of selling in general. Skip this one. Buy one of the others. Demand better from MDRT.
Not worth my time August 15, 2001
25 out of 32 found this review helpful
I needed a book on prospecting because I just got started in automotive sales. This dull book wasted most of it's time discussing attitudes and philosophies about selling. Another entire chapter of this 5 chapter gem was devoted to networking at parties (and the only parties discussed in this chapter were ones were lots of successful rich business owners are in attendance-gee thanks). Basically I ten times more useful prospecting ideas out of one chapter of Tom Hopkins "How to Master the Art of Selling" than this entire book!
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