Commandment 4. Be prepared with a list of names before you call.
Again, the Great God of the Sale is always watching. Not being prepared with a list of names will force you to devote much, if not all, of your prospecting hour to finding the names you need. You will have been busy, you will feel as though you worked hard, but you will have made no calls. I recommend having at least a one-month supply of names on hand at all times. I have found trading for leads to be the most effective way to build a prospect database other than purchasing the names from a highly qualified source. Remember, all salespeople are in the same boat. We are all in need of leads in order to survive.
It has been said many times in the past that time is money. However, ...
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