Million Dollar Prospecting Techniques [Paperback]

The Million Dollar Round Table Center for Productivity (Author)

Book Description

ISBN-10: 0471325503 | ISBN-13: 978-0471325505 | Publication Date: September 21, 1999 | Edition: 1

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

Editorial Reviews

From the Back Cover

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

About the Author

The MILLION DOLLAR ROUND TABLE (MDRT) is an international, independent association comprising the top six percent of life insurance producers worldwide. With 19,000 members representing 400 companies from more than 50 nations, MDRT is a powerful force in the life insurance industry, with a rich tradition of sharing knowledge for the benefit of clients, producers, and companies.

Product Details

• Paperback: 272 pages
• Publisher: Wiley; 1 edition (September 21, 1999)
• Language: English
• ISBN-10: 0471325503
• ISBN-13: 978-0471325505
• Product Dimensions: 9.1 x 6.2 x 0.7 inches
• Shipping Weight: 12.8 ounces
• Average Customer Review: 3.3 out of 5 stars  See all reviews (9 customer reviews)
• Amazon Best Sellers Rank: #575,324 in Books (See Top 100 in Books)
  • #33 in Books > Business & Investing > Industries & Professions > Insurance > Life

Customer Reviews

Most Helpful Customer Reviews

17 of 18 people found the following review helpful:

1.0 out of 5 stars I expected more, January 4, 2003

By 

johnson meyers, ph.d. - See all my reviews

This review is from: Million Dollar Prospecting Techniques (Paperback)

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.

25 of 32 people found the following review helpful:

1.0 out of 5 stars Not worth my time, August 15, 2001

By 

Preston Kent Poulter (Dallas, TX) - See all my reviews
(REAL NAME)   

This review is from: Million Dollar Prospecting Techniques (Paperback)

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!

16 of 21 people found the following review helpful:

5.0 out of 5 stars An Excellent Tool For Sales Success!!!!!!!!!, October 8, 2000

By 

Freddie A. Aviles "Book Worm" (Ponce, PR Puerto Rico) - See all my reviews

This review is from: Million Dollar Prospecting Techniques (Paperback)

This book is an excellent tool for the blood of selling which are the prospects. It helps you to develope and learn the technique that you can feel comfortable with and master it. I started using one of their suggestion already have appointments that are not just good, they are profitable. READ IT AND USE IT.