Prospecting & Referrals

In selling, there are two fundamentals you must master: prospecting and referrals. In this video, Tom Hopkins shows how prospecting as a sales professional requires more thought and less effort than you may think. Learn how to ask your contacts for referrals based upon the trust and rapport you have already built with them. By mastering prospecting and referrals, your career as a sales professional will continue to grow.

Video Summary:

* Two basic types of prospecting
* Who is a candidate for owning your product or service?
* How to approach a market
* In-person contact
* Suggested ways and means of contacting people

To help you retain and use the valuable strategies presented in this training session, we include a 2-page session guide. Below is an outline of the information provided in the session guide.

* Two Basic Types of Prospecting
o Referral based prospecting
o Non-referral based prospecting
* Who is a Candidate for Owning Your Product or Service
* How to Approach a Market
* In-Person Contact
o The "thank you on the business card" technique
* Suggested Way and Means of Contacting People
o Technical advancement
o Itch cycle
o Orphan adoption
o Community involvement
o Lead clubs
o Newspaper
Includes: Video DVD