Understand the “It Depends” mindset for effective prospecting, know the definition of prospecting, distinguish the difference between suspects and prospects, apply a high-performance P.O.W.E.R. prospecting attitude for creating unlimited leads, overcome call reluctance, eliminate sales fears, understand the difference between features and benefits, convert features into benefit-driven language, implement four principles of prospecting psychology, understand the importance of the W.I.I.F.M. mind-set, and test the application of W.I.I.FM. to engage prospect interest in your offerings

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