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  CONTENTS >> NETWORKING   October 2002

Quick Prospecting

Here's the most powerful prospecting statement of all time.

By Bob Burg

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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