Chapter 8. Your Prospecting and Business-Development Strategy
Before I lay out our prospecting and business development strategy, it is important to understand the foundation upon which it is developed. The strategy we are about to unveil is based on three fundamental premises: the Law of Sowing and Reaping (Chapter 2), the Selling Life-Cycle Paradigm (Chapter 4), and consultative selling (my Red-Hot Customers book), in that you will always be providing your prospects with new and valuable information.
In addition to these fundamental laws of professional selling, you must also understand that there are really only three potential outcomes to any given call: either you speak to the person you were trying to reach and get the appointment, you ...
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