Prospecting does not have to be as painful or as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again.
Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity. Sales and integrity go together in the same way that integrity and prospecting do. One of the main reasons why I love sales is because it’s nothing more than having a conversation.
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Each sale occurs in three different ways: “repeat,” “get,” and “create.” The “repeat” is a measurement of the quality of the service you provide. The “get” is an indication of your marketing efforts; this is business that simply comes your way. What does
