Time is money, so sales people who want more of the latter make best use of the former. Selling on the first call is one of the best ways to not only save time but to impress prospects with your professionalism."Prospect Knowledge" shows you how to learn just about everything you need to know about a prospect before you meet them for the first time. It's key to making a sale on the first call."How Much Can They Spend?" gives you several ways to estimate a prospect's potential without asking them embarrassing questions."Uncovering Prospect Needs" explains how to discover what customer need your product or service can fulfill so that your first-call proposal is more than just a shot in the dark. Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.
