Chapter 3. The Power of Prospecting
I’d like to reflect again on my first sales position: the summer internship I had selling wire rope. Like all hardworking sales professionals, I would get to work by 8:00 A.M. My experience now tells me that the hour between 8:00 and 9:00 A.M. is one of the best times to prospect. This is particularly true now thanks to voice mail.
However, youth is wasted on the young, as the saying goes. My typical workday would start with an hour of coffee drinking, newspaper reading, and talking with the other folks in the company. No calls were made.
I would then move on to one of professional selling’s greatest rituals: “lead sorting.” This practice involves taking your leads and sorting them so that they are in the ...
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