5Prepare Thoroughly for Every Call

If you employed study, thinking andplanning time daily, you could developand use the power that could changethe course of your destiny.

— W. CLEMENT STONE

Preparation is the mark of the professional—in every field. The highest paid salespeople review every detail of an account before every sales call. They study their notes from previous calls. They read the literature and information they have gathered on the prospect. And their prospects can sense it almost immediately.

On the other hand, the lowest paid salespeople try to get by with the very minimum of preparation. They go into a sales meeting and attempt to “wing it.”

They think that the prospect will not notice. But prospects and customers are very aware ...

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