Chapter 6. The Ten Commandments of Prospecting
Prospecting can be much like going to the health club. It's something that you know is good for you and will produce excellent and predictable results, yet it's something that most salespeople always seem to avoid. When I reflect back on my first selling position, I was always busy but never seemed to prospect and, hence, never seemed to sell. What we are going to propose in this chapter is a simple ten-step system that will help you in the prospecting process. While each step in the system may not seem to break new ground, it is the system itself that yields tremendous results.
A system is simply a proven methodology for accomplishing a goal. Years ago, I had a goal of losing some weight. I tried ...
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