Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

SETTING YOUR GOALS

According to Merriam-Webster’s online dictionary, a goal (in sports) is (a) an area or object toward which players in various games attempt to advance a ball or puck and usually through or into which it must go to score points or (b) the terminal point of a race. In life, a goal is defined more vaguely: the end toward which effort is directed.

For decades, psychologists have gathered evidence about goal setting, finding that setting goals or not setting them profoundly affects individuals, companies, and even countries. Yet people tend to reject the goal-setting process as a waste of time. In the context of SMART Prospecting, you cannot achieve your goals—whether you have set them for yourself or have had them set for you by ...