There are 10 things you need to do before you begin prospecting. If you don’t do these 10 things, your chances of being successful at prospecting are zero. I guarantee it. If you haven’t checked out my book, High-Profit Prospecting, go read it. I’ll share ideas from it today as well as from my latest book, A Mind for Sales. Let’s dive in!
Video: Before You Prospect, 10 Things You Need to Do-
1. Don’t start what you can’t finish
Too often, salespeople say, “I’m going to call a bunch of prospects. I’m going to start a bunch of calls.” However, they get busy and sidetracked and don’t have the ability to follow up and follow through. The key is that unless you can manage “X” number of prospects the entire way through your process, don’t even start with them, because all you’ll end up doing is making one call and that’s it. You won’t