Chapter 6. The 10 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 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 10-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 dieting ...
Get Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
