Million Dollar Prospecting Techniques (Million Dollar Round Table)
Million Dollar Prospecting Techniques (Million Dollar Round Table)
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
User Ratings and Reviews
5 Stars Million Dollar Ideas for Prospecting
The MDRT Shows why it is the leader in educating and motivating Financial Services Professionals in the Insurance field. By compiling them in a concise and well-written book the ideas of their members, it allows a motivated sales professional to get some new ways to get prospects.
The MDRT has been the place the best and brightest of the financial services industry have both met and spoken. With this book, some of the wisdom imparted to others has been distributed to the masses.
Realize, this is no small thing. No matter if you are selling widgets or insurance, this book can help you with prospecting. You can do a whole lot worse than this book if you want ideas on how to expand your base of clients.
The best way to success is to keep your pipeline full, and this book provides practical ways of doing that.
1 Stars Not worth my time
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!
1 Stars I expected more
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.
4 Stars OK
Good book. Follow it and you’ll do well. MDRT could update this with suggestions from recent MDRT winners.
4 Stars Very Good Book
I have used, to a degree of success, the suggestions within this book. You must follow and practice in order to become better. I recommend this book for an experienced producer or a entry level salesperson.
Filed under: Insurance Book Reviews