This all-inclusive sales series is designed for security industry professionals, yet offers proactive prospecting tools applicable in any industry. Guaranteed to increase revenues for your business immediately, Gail Kasper brings her most powerful sales techniques that have been proven in leading organizations across the country. This is "prospecting in a box", everything you'll need to know to generate and diversify your lead generation approach: vertical market development; upselling existing customers; trade show lead generation; referral maximization; cold calling by telephone and in person; alliance developing and management; effective networking techniques, including Gail's proprietary networking system - the newspaper technique; and guest speaking in the industry, where Gail provides speech examples that will both educate and inform an audience, encouraging more sales. This high-level sales program delivers step-by-step process, examples, and a complete PDF workbook to help you create your own plan.
PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.
©2012 Gail Kasper (P)2012 Hachette
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"Spot on, essential reading for field reps."
The attention given to the actual application of the proposed ideas and theories on how to prospect, develop networks, and other sales building activities.
Yes! This is the first book I've commented on and with good reason has it caused me to finally leave my thoughts on a piece of literature. Though I listened to the majority of it in one sitting, I have gone back and listened to portions multiple times. I rarely do this.
Any physical security representative worth his salt knows of the scarcity of sales material available to his field. You can't imagine my surprise and delight when searching for a "prospecting" book and found one all about the world of security sales! To top it off all of the material is relevant, up to date, and has immediate application. I only hope my local competitors don't get ahold of it, but as for everyone else I can't recommend it enough.
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