High-Profit Prospecting

Conclusion: Yes, You Can Do It!

You can read all you want about prospecting. You can build a great plan. But until you actually do something, you won’t get any results. Prospecting is the foundation of the sales process. If you get prospecting wrong, you most likely will get the rest of the sales process wrong, too.

Each time I’m in front of a team of salespeople, whether in an intimate meeting or a large sales rally, my advice is the same: don’t try and apply everything at once. You’ll be far more successful taking one or two key concepts and putting them into play at the highest level possible. After you’re doing the first couple of items well, then begin applying another two. The idea is simple—attempting to do everything at once will overwhelm ...