Just Do It
Nike has a great motto that you see all over television these days: ''Just Do It!'' As a professional salesperson, you have basically two functions. Your first responsibility is to service your existing customers. Your second responsibility is toward business development. This is what you are paid to do. When you are not providing superior customer service, you must devote your full attention and energy to business development and prospecting. It is crucial to your selling success.
As we all know, it is just too easy to avoid prospecting. I was very successful at avoiding my business development responsibilities in my first sales job and it showed by virtue of the fact that I made no sales. Since it is so difficult to motivate yourself ...
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