Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Commandment 5. Work without interruption.

I recommend that you not take calls and not entertain meetings during your prospecting time. Take full advantage of the prospecting learning curve. As with any repetitive task, the more often you repeat the task during a contiguous block of time, the better you become. Prospecting is no exception to the rule. Your second call will be better than your first, your third better than your second, and so on. In sports, this practice is called getting in the groove. You will find that your prospecting technique actually improves over the course of your prospecting hour.