Commandment 2: Make as many calls as possible
Smart Prospecting taught us only to call the best prospects in the market. Therefore, every call we make has the potential to be a quality call, since we are calling only those prospects who are most likely to buy large quantities of our product or service. Make as many calls as possible during the hour. Since every call is a quality call, more is always preferred to less.
I’ve often been asked whether I take calls during my prospecting hour. The answer is a resounding “No!” While prospecting, my phone is always on DND (Do Not Disturb), and my door is always closed. If you set aside one hour a day for prospecting, make certain that you make one full hour of calls. Any distractions will serve only ...
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