Of course, we’re not going to abandon our sales goals, just the toxic thinking that surrounds them! We all feel the pressure to generate results. What if the real source of prospecting failure is focusing too much on the result rather than your process. The finish line isn’t where the race begins. Top performers prepare to win. Here’s a story that illustrates this.
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A business owner asked his top salesperson to teach a newly hired sales rep how to cold call.
So, this top performer brings the rookie salesperson into a room, and sits down at a table. On the table was a phone and a call list. The top salesperson says to the rookie, “Okay, I’m going to teach you how to cold call. Just listen and observe.”
He picks up the phone,