"1. How does your skill in prospecting exert a direct effect on your ability to close a sale?

2. What characteristics make a qualified prospect?

3. What are the ten prospecting techniques listed in this chapter, and which ones should you use most often?

4. What is a referral? How do you gain more of them?

5. What is the advantage of having referrals from your clients?

6. What is a center of influence?

7. What is one way to use Twitter to find new prospects?

8. How does networking work for salespeople?

9. How long should a prospects name remain in your prospecting system?

10. What are the three things required to have data analysis provide you with useful, intuitive information?"