Prospecting Through Positioning
Have you ever imagined what your business would be like if you only spent time with prospects that are highly-qualified, highly-motivated and who already have a favorable impression of you? If you are like most bankers, selling becomes so much easier when you are talking these types of prospects. Unfortunately, far too often, bankers are spending their time begging for appointments with prospects that are not qualified and have no motivation to take action. These meetings lead to frustration for both the banker and the so-called prospect. It is often said that people buy from people they know, like and trust. In this book, Chris Carlson & Kyle Enger will reveal the prospecting methods that will position you as the subject matter Authority, increase your Likability and provide you with the utmost Credibility with your prospects. These methods will lead to better prospects, more sales, repeat business and quality referrals.
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