If you expect to win at golf, you have to get out on the golf course. If you expect to be able to run a 10K, you have to get out and run. The same principle applies to closing sales: you can’t close a sale unless you’re out there selling and, more importantly, engaged in closing the sale. I often see salespeople spend all day reviewing prospect lists or going over customer records, all while wasting precious time that could be used to make sales calls. If you expect to close sales, you have to be out there selling. The only thing you have to ask yourself is, “How many hours a day do I need to be in front of customers?” Not too difficult now, is it?

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