The Science and Psychology of Prospecting: The Skills of Prospecting 4-21-15

by Jeffery Combs

  • The science of asking a question
  • Why we don’t ask
  • Rejection – Cause and Effect
  • Letting go
  • A system and a sequence of questions
  • Prospecting – To dig – Hunt and find
  • Who is my ideal prospect
  • Qualified leads
  • Leads are a way of life
  • Qualifying the leads
  • The law of averages of prospecting
  • AIC!
  • Creating the transaction
  • Teaching the skills of prospecting