Not just another book on selling, Weylman's book, Endless Prospects, shows readers not just how to
sell but how to build trusting relationships with prospects and customers that lead to sales.
Relationship-building is much more important than in the past, the author points out. In the
1980s, whoever got to the prospect last with the best price got the sale. Now, however, it's
the person who gets to the prospect first and builds a solid relationship founded on respect
that earns access to the prospect and ultimately gets the sale. Today's prospects buy from
the people they know or know about, people they trust, and people to whom they relate and feel
relate to them.
In other words, prospects and customers today are responding to updated marketing and prospecting
approaches based on ethics, honesty, and mutual relationships. Therefore, the greatest sales come
from the greatest prospectors, not the greatest salespersons.
Weylman encourages readers to get rid of their out-of-date concepts and slick techniques and shows
them how to unleash the power of relationship-building in their marketing and prospecting efforts.
The strategies and tactics in this book will help readers create their own relationship marketing
and prospecting plan.