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 Generate New Business: A Practical Guide to Setting (and Getting!) Appointments is available for purchase at Borders and Amazon.com.
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TABLE OF CONTENTS
INTRODUCTION
CHAPTER 1 | types of sales environments for prospecting
CHAPTER 2 | types of leads
CHAPTER 3 | building a database
CHAPTER 4 | your script
CHAPTER 5 | using the information you have
CHAPTER 6 | test calls
CHAPTER 7 | the call itself
CHAPTER 8 | the benefits of voice mail
CHAPTER 9 | the prospecting process
CHAPTER 10 | playing the numbers game
CHAPTER 11 | making the most out of the leads you have
CHAPTER 12 | going through “the mud”
CHAPTER 13 | the sales funnel
CHAPTER 14 | what’s your next step?
GLOSSARY
A SHORT RESOURCE LIST
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