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Top Gun Prospecting for Financial Professionals

Top Gun Prospecting for Financial Professionals by D. Scott Kimball
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Prospecting, the process of contacting the right people with the idea of converting them to customers, is a critically important activity in the sales process. Since the stock market decline in 2000, financial professionals-many for the first time-are finding they need to prospect for customers.

Author and financial services professional Scott Kimball advocates that reps cut their book, or client base, dramatically and follow his proprietary prospecting process. Called the "Top Gun" method after the renowned U.S. Navy flight school, this process provides individuals with the strategies and tactics they need to perform at levels usually never reached by the average financial salesperson.

Dearborn Trade Publishing; October 2003
207 pages; ISBN 9781598755114
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Title: Top Gun Prospecting for Financial Professionals
Author: D. Scott Kimball