LD 220“Prospect or Perish - Make Every Sales Second Count"
Book by Sales Tutor Steve Carroll - $49

A Great Christmas Gift Idea For Any
Sales Person In Your Family

Prospect or Perish is a program that is specifically designed to enhance your ability to prospect; that is, to find the next customer … and the next … and the next. It will permanently Fix What is Wrong with your prospecting efforts!

Our survey of thousands of salespeople revealed that 52.6 % believe that their number one problem is “prospecting.” At the same time, we surveyed hundreds of sales managers and they said that the salesperson’s number one problem is: “lack of motivation or activity.”

Both the salesperson and sales manager are right, and they’re both wrong. The lack of call activity is a SYMPTOM, while the lack of Prospecting skills is the DISEASE! Everyone in the sales organization has become a slave to Call Activity Reports and the tired old platitude:
“Sales is a number game.”

Those days are gone. Instead of making more calls, you should be making more quality calls. You must turn strangers into prospects, and prospects into customers. You must turn Cold Calls into Hot Leads. The answers [and revelations] are within these pages.

The author, Steven Carroll is CEO of Lee DuBois Technologies, one of the most prestigious B2B sales training companies in history. The Client List reads like a “Who’s Who” of successful sales forces, and they have provided “how tos” to hundreds of thousands of salespeople and sales executives for 35 years.

As you read the book and the accompanying training materials, you will find that they are built to enhance your professionalism and help you to construct more compelling presentations. As a result, prospects will begin to see your company as a valuable Solution Provider.

Lee DuBois Technologies delivers a key Business-to-Business strategy in their training.
It is “Make it easy for your customers to buy.” And this book will help you to get there.

Here are other testimonials about the book and its value in today’s marketplace:

"Most business books make you feel good. This one will make you rich!.”
`Richard McCallum
D & R Military Specialties

“I have been recruiting, teaching and coaching top salespeople for over 30 years. If I could only have one resource to help my people grow to their full potential as sales professionals . . . this would be it.”
William Burnett,
Vice President, Kansas City Life

“This book will pay for itself 1,000 times over!”
James Gill
Government VP, Sum Total Systems

“ …A great self-help book for salespeople and the small business owner.”
Richard Christie
Owner, Promotional Signs, Unlimited

“This should be the Official Handbook for building your business…one sale at a time.”
Daniel Schull
Pinehurst Consultants

Contents

FOREWORD
By Charles Lucius, President, Personalized Brokerage Services

INTRODUCTION. “Hey! It’s tough out there!”
By Kenneth Mlekush, Vice Chairman, Jefferson Pilot Corporation

PART I. Setting the Stage for Sales Success

Chapter 1. “The Dread”
Not enough customers – now what?

• Dialing for Dollars
• Opening your Store’s Doors, and no one’s there

Chapter 2. Mood-Building & Attitude Boosters
Seminars - Hype or Helpful?

• The ol’ PMA [Positive Mental Attitude]
• Managing your Mood
• Taking your Prospecting Temperature – the “Mood Meter”
• Setting your Hair “On Fire”

Chapter 3. Attributes of a Top Prospector
“The Best Professional”

• The Role of Enthusiasm in Prospecting
• Market Knowledge
• Selling Skills
• Getting “In Synch” with the Buyer

PART 2. Sharpening Your Prospecting Tools

Chapter 4. Two Building Blocks of Prospecting Effectiveness
Inviting Prospects to Action

• The Marketing-to-Sales Connection
• The Purpose of Advertising
• The Purpose of Merchandising
• The Purpose of the Sales Call
• Defining “The Purpose” for Various Selling Situations
• Action – “What Action do you want the Prospect to take?”

Chapter 5. Why Prospectors are Rejected on the Phone
You can ‘Fix What is Wrong’ Now

• Every Phone Call is an Interruption
• They’re afraid that you’ll take up too much of their Time
• You are not Interesting
• You are not Organized
• Calculating your Success Ratio
• Telephone Discipline

Chapter 6. Proper Use of Prospecting Tools
Words Count

• A Prospecting Tool Wish List
• The Telephone as a Prospecting Tool
• What you Say – Verbiage
• Establishing an Aura of Competence and Credibility
• Inflection vs. Energy
• How you should Sound

PART 3. Honing Your Prospecting Skills

Chapter 7. What Constitutes a Compelling Sales Message
The “Breathing Brochure” Syndrome

• Compelling Messages Start with a Name or a Title
• Claims, Facts, or Benefits?
• Introducing the Big Fat Claim
• Scripting a Big Fat Claim
• Maximizing your Claim’s Effectiveness
• The Three Levels of a Compelling Sales Message
• The “Breathing Brochure” Syndrome

Chapter 8. Blueprinting
Eliminating Call Reluctance

• A Prospect Blueprint
• The Blueprinting Process
• The Prospect Profile for Success

Chapter 9. Constructing a Telephone Script
Getting an Appointment

• Amateur Prospectors use Two Boring Statements and a Lie on the Phone
• Constructing your Telephone Script
• Targeted Phone Scripting
• Telephoning for Information
• Telephone Spring Training – a Practice Set

Chapter 10. Creating a 30-Second Commercial
The Answer to: “What do you do?”

• Crafting the 30-Second Commercial
• Appealing to the Sound-Bite, ADD-Infested Buyer
• Email – a 10-Second Commercial
• Door-to-Door Sales
• In-Store Commercials

PART 4. Eliminating Prospecting Obstacles

Chapter 11. Handling Prospecting Objections
The Toughest Objections you’ll ever Face

• Anticipating Objections
• Never ask “Why”
• Replace the “Why” with a “What”
• Analyzing the Prospect’s Concerns
• Empathy Cushions
• The Top Ten List of Telephone Objections

Chapter 12. Needs-Based Selling during Prospecting is a “No Go”
If I needed your Product, I would have called you!

• The Solution to “I have no need!”
• What the Prospect is saying to us
• The Process of Awareness & Disturbance

Chapter 13. Eliminating Obstacles
Nothing Can Stop a Great Prospector

• Voice Mail – The “Not at Home” Objection
• Handling “Do Not Call” Lists …Professionally
• The Screening Secretary
• Getting to the Key Executive
• Qualifying Prospects – “Not Qualified”
• Eliminating “Time Wasters”
• Minimizing “No Shows”


PART 5. Becoming Your Own Sales Coach

Chapter 14. Thinking like a Sales Tutor
Becoming your own personal Sales Manager

• The Salesperson vs. Sales Manager Perspective
• Sales Manager Solutions
• Movement vs. Motivation

Chapter 15. Preparing your Territory or Business for Prospecting
Front Loading your Income

• Preparing your Marketplace
• Setting Personal Goals over Quota
• Blueprinting your Territory [or Market]
• Prospecting in your Customer Base
• Using Source Listings
• Listen to your Market … or Lose

Chapter 16. Choose your Prospecting Styles
Who do you want to Emulate?

• Identifying the Challenged Prospector
• Categories of Prospects

Chapter 17. Referrals – Prospecting through Relationships
Turning Cold Calls into Hot Leads

• Comparing Various Forms of Lead Generation
• “Selling” the Quality Recommendation
• Using Quality Recommendations on the Telephone
• Networking and Alignments

Chapter 18. Creating the Mindset of a “Hunter”
You ‘da Man” or “Go Girl!

• Hunters vs. Farmers
• The Will . . . to Succeed
• Get your Head “In the Game”
• Taking Advantage of the “Big Mo”
• Gaining Momentum and Keeping it
• Eliminating Excuses

Appendix

"Our success is measured by your improved performance."

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