"The Lee DuBois training program not only builds confidence in our salespeople, it gives us an amazing edge on the competition because of the compassionate techniques towards the prospect. We need a track to run on -- this is it! Just what we were looking for. Fourteen years in the business and Steve has answered more concerns than all the rest put together. Simple, but concise! Thanks." -- S.B.

LD 190 “Prospect or Perish” Prospecting System $ 295
“Make Every Sales Second Count”

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!

A GOOD sales book can educate you, a course can enlighten you, but a GREAT training program can change the way you sell.

We’ll show you how to prospect through a unique series of sales aids:

• Prospect or Perish Book packed with techniques that you can use tomorrow.
• CD-ROM with 9 sessions packed with “right way/wrong way” scenarios conducted by real salespeople.
• “Mood Meter” pamphlet that will keep you “up” during those long prospecting sessions.
• 30-second timer that will keep momentum going when things bog down.
• Congratulatory coin upon graduation – for a job well done.

Click here to order the book by itself or view the contents.

If you could double your appointment ratio, pick up one or two customers at that next networking opportunity, or just feel better at the end of the day about your prospecting effort, what do you think would happen to your sales success?

Believe me, it will happen if you complete the book and the program. Bank on it!

CD-ROM Program

All 9 System Modules are designed to make you a better prospector by giving you the “How To’s”, the scripts, the skills, and the Attitude of a Top Prospector.

Repeat each Module at least 3 times, until you .. .

Module One. “Preparing for Prospecting Success”

• Two Boring Statements & a Lie
• Staying in Synch with the Prospect
• Making Prospects Action-Oriented
     On the Telephone
     In a Sales Interview
     In a Seminar

Module Two. “A Blueprint for Prospecting Success”

• Five Key Questions
• Blueprinting your Marketplace

Module Three. “Earning Quality Recommendations”

• Forms of Lead Generation
• Using Recommendations on the Phone

Module Four. “Constructing Telephone Scripts”

• 6 Keys to Telephone Discipline
• A Prospecting Tool Wish List
• Voice Keys – Inflection vs. Energy
• How You Should Sound
• How to Build your Script
• Telephoning for Information

Module Five. “Motivating Prospects to Action”

• Compelling Sales Messages
• Targeted vs. Generic Messages
• Personalized Messages are the Best!
• Gaining Credibility
• The Interest Grabber
• Scripting your Big Fat Claim
• Maximizing Message Effectiveness

Module Six. “Winning Prospecting Tactics”

• The 30-Second Commercial
• Email – the10-Second Commercial
• Door-to-Door Approaches
• Profiles of Poor Prospectors

Module Seven. “Handling the Toughest Objections”

• Analyzing Prospects’ Concerns
• What the Prospect is Saying
• Solutions to “I have no need!”
• Creating Awareness
• Causing a Disturbance
• Gaining Commitment Early
• Empathy – Your # 1 Attribute

Module Eight. “Eliminating Prospecting Obstacles”

• Voice Mail
• “Do Not Call” Lists
• Screening Secretary
• No Shows

Module Nine. “Constructing a “Can Do” Attitude”

• Are you a Hunter or a Farmer?
• Positivity or Professionalism?
• The Role of Enthusiasm
• Using the Mood Meter
• Setting your Hair “On Fire!”
• Momentum & Keeping it Going
• Final Preparation

Module Ten. “Final Assessment”

• Return on Activity Analysis
• Review and Reinforcement