Power Prospecting
From Great Moments in History
by Patrick Henry Hansen
What does it take to be a successful prospector? What can we learn from history's most powerful personalities? Patrick Henry Hansen's Power Prospecting draws on some of history's most compelling moments-Aristotle's banishment from Plato's academy, Robert Bruce's victory at the battle of Bannockburn, mountain man John Colter's miraculous escape from the Blackfeet Indians, General George S. Patton's march on Berlin, and more. Beginning each chapter with a captivating historical event, Power Prospecting both informs and entertains. Using examples from the past to teach modern principles of prospecting, Mr. Hansen provides instruction of timeless value.
Price: $19.95
Comments
This is a must read for any salesperson
Thu, 01/03/2008 - 05:34 — Thankful Sales Rep (not verified)
Prospecting has always been a huge part of my sales job and I always try to find ways to improve. Frankly, this book has been amazingly helpful. Since reading this book, I have reevaluated how I approach cold calling. This book outlines a clear strategy for developing a powerful opening statement, provides a library of questions to choose from while conducting a buyer/seller conversation, and lists over a dozen rejoinders to negative buyer responses. Although I enjoyed his historical examples, I was most impressed with his cold calling strategies. This is a must read for any salesperson serious about setting appointments and building a pipeline of qualified opportunities.
A surprisingly engaging and powerful read
Thu, 01/03/2008 - 05:33 — Daniel Alexander (not verified)
Nothing teaches like history and in Power Prospecting the importance and methods of successful prospecting are shown through insightful historical events and elaborated on with deafening clarity. Mr. Hansen makes sure you learn history's lessons and spells out the fundamentals of cold calling success. A surprisingly engaging and powerful read about a difficult topic.
My pipeline has grown over 50%
Thu, 01/03/2008 - 05:33 — D. Stephens (not verified)
We had a workshop with Mr. Hansen about six months ago and I couldn't wait for his books to come out. Don't get me wrong, I HATE cold-calling. The problem is, that after inculcating these simple principals into cold calling, my pipeline has grown over 50% in QUALIFIED LEADS and over 90% in DOLLARS in the last six months. After reading this book, I can tell you it was worth the wait. Learn how to not waste your prospects time—or yours! Let your competition abandon cold-calling or struggle with inept cold calling strategies that don't work.
After reading this book my qualified leads tripled
Thu, 01/03/2008 - 05:32 — Christopher A. Walker (not verified)
I gained a lot of useful information from reading this book. I learned to overcome negative responses and how to effectively ask questions to find customer's needs and pains. Mr. Hansen takes you step by step in helping you become a successful prospector. After reading this book my qualified leads tripled!
I HATE cold calling
Thu, 01/03/2008 - 05:32 — Stephen C. Kunzler (not verified)
I HATE cold calling! What a senseless waste of time! That is what I used to say, until our group was trained by Patrick Henry International. I'm glad to have this book in my library. It teaches you how to put together the language of a cold call so you aren't getting hang ups in the first second. I have had five times the success after using the principals taught in this book.