Summary of High-Profit Prospecting
Copyright © 2016 AMACOM, a division of American Management Association
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Making cold calls to sales prospects is the toughest part of selling. Most salespeople avoid prospecting calls. But now they can embrace them with this advice from author Mark Hunter, who calls himself “The Sales Hunter.” He provides a workable exploration of the importance of prospecting and offers tips on how to prospect effectively. While his comprehensive manual suffers from some repetition, his expertise rings through. getAbstract recommends Hunter’s useful advice to salespeople and sales managers.
In this summary, you will learn
- What sales prospecting entails,
- Why many salespeople don’t prospect but should, and
- How to prospect effectively.
About the Author
Consultant and training workshop leader Mark Hunter speaks often on sales and sales leadership.