CHAPTER THREE
PROSPECTING POWER
The quality of a person's life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.
—Vince Lombardi
TWO OF THE MOST important requirements for success in selling, or in any other field, are focus and concentration. Focus means that you are absolutely clear about what it is you are trying to accomplish and exactly what steps you are going to have to take to realize that goal. Concentration means that you have developed the ability to concentrate single-mindedly, all day long, on doing the most important things you can do to achieve your most important sales and income goals.
The most important part of selling is prospecting, because this process fills your sales ...
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