Fishing for Leads: Change Your Bait, Sharpen Your Hooks, and Reel in New Business! Book

Contents

Acknowledgments....................ix
My Introduction to Sales....................1
My First Sales Job: White Almond Bark....................3
My Second Sales Job: Blonde Hair, Blue Eyes, and a Training Bra....................6
My Third Sales Job: Apricot Kernels and Coffee Enemas....................8
My Fourth Sales Job: Soaps and Pills....................10
Studmuffin Learns a Lesson....................13
Death by Dancing....................15
Let's Define a Couple of Terms....................18
Drift Fishing, or How I Blew Lunch....................19
Cracker Jack and Uncle Sam....................21
Find Five Good Fishing Holes....................25
Pop Quiz #1....................28
Change Your Bait....................31
Sharpen Your Hook Develop a One-Sentence Commercial....................33
Pop Quiz #2....................38
Fishing With Purpose Your Mission Statement....................40
Finding Hungry Fish....................45
Pop Quiz #3....................50
Fishing with Nets....................52
Things Had Changed....................53
The Importance of Public Speaking....................54
My Format for Speech Writing....................56
Move #1: The Takedown Introductions That Claim Attention....................57
S I L E N C E....................63
The Proposition....................63
The Transitional Sentence....................64
Move #2: The Switch....................65
Sample Propositional Outline....................65
Move #3: The Pin Hold Closes That Leave the Crowd Wanting More....................66
Pop Quiz #4....................71
Weigh Your Catch The Qualification Process....................73
Using The Internet and Social Media to Fish with Nets....................76
Fire Hosing on Facebook and Twitter....................82
Make it Easy to Buy from You....................84
Pop Quiz #5....................86
Porky and Daffy Graduate....................88