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Quick Prospecting
Here's the most powerful prospecting statement of all time.
By Bob Burg
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One of the keys to the successful prospecting conversation is that it's about the other person--not about you. Networking master Bob Burg shows how to break the ice in a casual encounter by asking what the other person does for a living--and then using what he calls "the most powerful prospecting statement of all time": "You must really enjoy what you do!" It runs counter to most prospectors' strategies ("Wow, you must hate your job!"), and offers a marvelous opening, no matter how the other person answers.
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