Patrick Henry Hansen's Power Prospecting draws on some of history's most compelling moments to teach modern prospecting principles--Aristotle's banishment from Plato's Academy, Robert Bruce's victory at the battle of Bannockburn, mountain man John Colter's miraculous escape from Blackfeet Indians, and more. Beginning each chapter with a captivating historical event, Power Prospecting both informs and entertains. Build a B2B pipeline, improve teleprospecting and selling skills, increase lead generation, referrals, and executive networking.
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As a salesperson who has recently been forced to cold call to generate leads, I went out and purchased a few books on cold calling. This is the only book that outlined the entire process, from finding ideal call lists, to developing a good opening statement, to overcoming traditional negative responses. Mr. Hansen starts every chapter with some historical person or event. While the history didn't really give me any specific cold calling strategies, I must admit, it made a boring topic (cold calling) interesting. His chapter on developing a good opening statement was the best chapter, worth purchasing the book just for that info. I strongly recommend this book.From the Publisher:
This is the second edition, the first edition is now out of print.
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Book Description Brave Publishing Inc, 2012. Paperback. Book Condition: New. Second. Bookseller Inventory # DADAX1932908099
Book Description Brave Publishing Inc, 2012. Paperback. Book Condition: New. Never used!. Bookseller Inventory # P111932908099
Book Description Brave Publishing Inc. PAPERBACK. Book Condition: New. 1932908099 New Condition. Bookseller Inventory # NEW7.0821545