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Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

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Chapter 17: Prospecting with purpose

In some organisations a salesperson is not expected to do any prospecting at all – this is all done via the marketing or telesales departments. In most businesses, and certainly if you run your own business, prospecting is critical. And yet it is amazing how salespeople find excuses not to prospect. The root of this failure to focus on prospecting consistently could be:

  • Fear of rejection.
  • Poor time management.
  • Dislike of the process.
  • Not confident about what to do and what to say.

Maybe you have another favourite?

‘Where oil is first found is in the minds of men.’

– Wallace Pratt, US pioneer petroleum geologist

The act of connecting with ...

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