Chapter 7. Anatomy of a Cold Call
When I review the 10 Commandments of Prospecting, one thing becomes readily apparent: We need an 11th commandment! The 11th commandment should be practice, practice, and practice some more. Harvey Mackay, the noted author and public speaker, has an interesting saying: “Practice does not make perfect; perfect practice makes perfect.” Whether practice or perfect practice makes perfect, one thing is very clear. In order to be effective at prospecting, you must practice.
All professionals practice. Skaters practice for years before a performance in the Olympics. Professional athletes practice day in and day out for their actual performances on the athletic field. Why should professional salespeople be any different? ...
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