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Prospecting Is an Activity Game

Prospecting Is an Activity Game

Prospecting doesn’t just occur on its own. You have to do the work.  Prospecting is a lot like a gym membership. You can’t get a membership to the gym and expect to be in shape. You’ve got to go and work the machines, put in the reps, spend the time....
Prospecting Is a Mental Game

Prospecting Is a Mental Game

Prospecting is a game that too many salespeople have already lost because they’re mentally unprepared. I want you to be successful at prospecting, and I’m going to tell you ten things to get your head in the game.  1. Prep the day before. You can’t...
Your Price Reflects Your Confidence

Your Price Reflects Your Confidence

All salespeople, at one time or another, have had their price challenged.  What do you do when that situation arises?  As much as everyone in sales would like to consider themselves “great closers,” in reality, many are weak when it comes to this important skill. ...
7 Prospecting Myths Debunked

7 Prospecting Myths Debunked

The phone call is where the prospecting happens.  Sure, I love using email. It’s a great tool. But you can’t rely on email. You must be on the phone making it happen.  I hear a lot of prospecting myths in my line of work. They drive me crazy! It’s time to set the...