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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business by Gary Walker

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Chapter 18GETTING STARTED

We’ve covered a lot of ground in the preceding pages. In addition to talking about the prospecting methods themselves, we introduced new and overlooked variables such as:

• Utilizing technologies to increase your productivity and do some of your research for you

• Combining minimally effective methods and using them together to increase their overall effectiveness

• Varying the order in which the combined methods are used

• Varying the frequency and timing of your messages to your prospects

• Using provocative messaging to grab the attention of your prospects and to differentiate you and your message from those of your competitors

• Utilizing triggering events to contact your prospects during their time of need

Who knew ...

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