Chapter 1. Prospecting: An Essential Element to Your Selling Success
Prospecting and business development are possibly the most crucial elements in your selling success formula. Most salespeople realize this. However, most salespeople do not enjoy prospecting and try to minimize the time spent in this area.
As you will see, if you are not successful at prospecting, it's unlikely you'll be a successful salesperson, but if you are, you will undoubtedly be successful in one of the most challenging and rewarding careers this country has to offer. Let's see why.
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