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Way of The Wolf by Jordan Belfort
Bestbookbits
Straightline Prospecting - The 10 Rules of Straightlining Prospecting
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Straight line prospecting is all about shifting through prospects to eliminate the ones who don't qualify to buy your product. In any giving marketing campaign, there are four categories of buyers who will enter your sales funnel. The dreaded look-y-lose, also known as tire kickers,. Between 30 and 40% of their sales funnel is filled with professional time-wasters disguised as buyers in power. Salespeople end up making sales presentations to prospects who have no intention of buying.
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