Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition

Commandment 1: Make an appointment with yourself for one hour each day to prospect

Prospecting requires discipline. Prospecting can always be put off until a later day when the circumstances will be better. I can assure you that the time will never be exactly right to prospect. Make an appointment each day to prospect. Prospecting should be placed on the same priority level as a meeting with a client or potential client or a meeting with your boss. Write the appointment into your time management system, and do it! Prospecting is so important to me that I even do it on my cell phone, usually when driving my car. I do use a hands-free kit as required by law. This practice can be very productive for me. This is often the only time I have to myself ...