Bob Burg - The Last Prospecting Guide Youll Ever Need

THE LAST
PROSPECTING
GUIDE

YOULL EVER
NEED

DIRECT SALES EDITION

THE LAST
PROSPECTING
GUIDE

YOULL EVER
NEED

DIRECT SALES EDITION

BOB BURG

CO-AUTHOR OF THE INTERNATIONAL BEST SELLER THE GO-GIVER

Copyright 2013Bob Burg

Previously published as The Only Prospecting Guide Youll Ever Need by Executive Books 978-0-937539-50-7.

All rights reserved. This book is protected by the copyright laws of the United States of America. This book may not be copied or reprinted for commercial gain or profit. The use of short quotations or occasional page copying for personal or group study is permitted and encouraged. Permission will be granted upon request.

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ISBN 13:978-1-937879-12-9
ISBN Ebook:978-1-937879-13-6

For Worldwide Distribution, Printed in the U.S.A.

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CHAPTER 1: THE MINDSET
(Your Only Inventory Is People)

CHAPTER 2: THE PROCESS
(10 Steps to Cultivating Prospects from Thin Air)

CHAPTER 3: FOLLOWING UP
(Gently and Effectively)

CHAPTER 4: QUICK PROSPECTING
(Lots and Lots of Prospects)

CHAPTER 5: TYING IT ALL TOGETHER (SO FAR)
(Remember the Fundamentals)

CHAPTER 8: THREE-WAY CALLS
(Easy as ABC)

CHAPTER 9: OBJECTIONS
(They May Be More Than Just What They Seem)
(Okay, And Answering Them, Too)

CHAPTER 10: ANSWER OBJECTIONS
AND PERSUADE YOUR PROSPECT
(By Not Answering Objections And
By Not Persuading Your Prospects)

CHAPTER 13: UNDERSTANDING
THE LAW OF SUCCESSFUL GIVING
AND SUCCESSFUL RECEIVING
(Part 1)
(Excerpted from Endless Referrals: Network Your
Everyday Contacts into Sales, by Bob Burg)

CHAPTER 14: UNDERSTANDING
THE LAW OF SUCCESSFUL GIVING
AND SUCCESSFUL RECEIVING
(Part 2, The Grand Paradox)
(Excerpted from Endless Referrals: Network Your
Everyday Contacts into Sales, by Bob Burg)

CHAPTER 15: IF NETWORK MARKETING IS A GAME,
HOW DO YOU KNOW WHEN YOUVE WON?

Okay, theres good news and bad news.

Heres the good news. You truly have your hands on the best business opportunity on the face of the Earth. You are in the exact right place to build your business, and at the exact right time. Your line of mentorship is the best, the business-building system you get to learn from is tops, and the company behind your business is beyond reproach, with years of experience and success.

The industry itself?

Network Marketing/Direct Selling has created millionaires and has been a vehicle for financial and time freedom for free-enterprising individuals just like you for so many years that its viability is now considered to be self-evident. Top magazines have featured Network Marketing/Direct Selling, giving it respect and credibility. And youve got the tools and resources to help you succeed. Companies have invested millions upon millions of dollars in the latest technological trends and equipment, and media such as teleconferences and videoconferences abound. Youre part of an infrastructure that puts you in the drivers seat on the highway of life.

Thats the good news. And youll agree; its pretty darn good!

So, whats the bad news?

Well, actually, its not really even bad news. More like, real-world news. And that is simply the following; even though you are affiliated with a truly wonderful company, with the greatest products in the business, and with the potential to make a tremendous amount of money and enjoy a lifestyle of comfort and freedom... THIS IS A PEOPLE BUSINESS!!!!! It always has been, is now, and always will be.

So, Bob, its a people business. Big deal. Why is that bad news? Oh, Im sorry; I mean real-world news? What I mean is, why are you making a big deal about the fact that its a people business? Of course it is.

People can be difficult. There... I said it. Quite frankly, its no big surprise to you is it? Difficult and not always logical. Presented with a chance to break out of mediocrity, reclaim their lives, provide better for their families, give more to the charitable causes in which they believe, and live the American Dream, most people will just say no. Now, I believe in just saying no when it comes to certain things. But why would anyone say no to you, your products, your company, and your opportunity?

Heres the answer: I dont know.

Now for the REALLY good news... it doesnt matter. Thats because there are enough people out there who are looking for this exact opportunity, that all you have to do is be prepared for, and not be discouraged by, the nos. Keep going through enough nos so that you will eventually find the yesses. And it doesnt matter how many prospects say no. It doesnt matter because you know:

Theres an endless number of people out there who you can confidently approach with ease in a way that you wont have to feel nervous or uptight, and theyll be totally open to the idea of being approached by you regarding a business opportunity.

But Bob, unfortunately, Im not a networking professional. I dont know an endless number of people that I can confidently approach.

I understand. Please dont feel youre alone. Countless others have felt exactly the same way. Then, they discovered there was a prospecting method; a system they could use that would allow them to put as many people in front of their business plan as they desired. And with this system in place, they never, ever again had to ask themselves that most dreaded of questions:

Who do I talk to next, now that my original list of names has run out?

The information in this booklet will take you, step-by step, on a journey toward that never-ending list of new, high-quality prospects. Its like a map that will lead you to buried treasure!

Before we move on to Chapter One, I must make three statements:

1. This system absolutely works, and has been used with great success by distributors, consultants, independent business owners, salespeople and associates affiliated with many different companies.

2. Luck has nothing to do with it; it is strictly a matter of cause and effect. Do the right things and youll get the right results.

3. If it seems like Im bragging, Im not. I take absolutely no credit for these methods, techniques, success principles, etc. Ive learned far more from others than Ive ever taught. In fact, I can genuinely say, Ive never had an original thought in my life! I am very grateful to all those from whom Ive learned, and honored to be able to share this with you. Dont be afraid to share them with others as youll see, theres no shortage of prospects, so theres no reason to keep these prospecting methods secret!

I wish you the best of success as you help lots of people change their lives for the better.

TO YOU AND YOUR FREEDOM!

Bob Burg

(Your Only Inventory Is People)

You began with a healthy list of names. People you knew. Family, friends, lots of acquaintances. You were excited. You were fired up. And you knew (and you