Chapter 2. What Is Prospecting?
I am a strong proponent of the idea that in order to be successful at an occupation, you must enjoy what you do. At a minimum, you spend roughly one-third of your adult life at work. How could you possibly be successful if you do not enjoy what you do?
My experience has been that most salespeople love the sales but could live without the prospecting. I, and others, have traced the lack of enthusiasm back to a fear of rejection. This fear can paralyze almost anyone in any profession or endeavor, and often leads to the demise of the salesperson with respect to selling success.
The trick is to alter your perceptions of prospecting, and rejection. We could offer a number of sophisticated psychological techniques to ...
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