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Sales Scripts that Sell, Second Edition by Ph.D. Michael Gamble, Ph.D. Teri Gamble

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Back to Business Building: The Magic Never Stops

If we’re going back to business building, we also have to reconsider how we feel about prospecting. Be honest. Where would you position yourself on the prospecting love-hate continuum?

Prospecting

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Love it   Hate it

Why does prospecting for new sources of business pose problems for salespeople? Why do more sales professionals hate it than love it? For significant numbers of salespeople, prospecting for new business is a hated experience, punctuated with so many painful rejections that the activity literally drives many out of the selling profession. In reality, however, if you want to succeed in sales, prospecting is your umbilical cord. It’s your connection to the never-ending body of prospective ...

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