Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

B

Banner ads, 85

Benefit statements, 93

"Best practices," 26–27

Bias, 113, 121, 154

Brochures, 124–127

Budgets:

and change, 133

and leads, 117–119, 123

and prospecting, 141

Business development (see Prospecting)

Business issues:

and advertising, 130

and change, 133

and prospecting, 141, 147

wording of, 142

Buyer vision, 151–165

asking questions to develop, 153–154

and commodities, 161–164

and competing for Column A, 159–161

patience/intelligence needed for, 152–153

sample conversation for developing, 155–159

Solution Formulators for developing, 104

verification of, 164

Buyers:

empowering, 7–8, 50–51

goals of, 116–117, 124, 129

qualifying (see Qualifying buyers)

quantity vs. quality of, 21

and solutions, 55–56

Buying cycles, 113, 151

Key Players in, 178

mindshare necessary for starting, 124

and 72 percent zone, 44

visibility/control of, 187

Buzzwords, 16, 160

Westside Toastmasters on Meetup