Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

ACTIONS VERSUS ACCOMPLISHMENTS

Although you may be quite busy in your job or your everyday life, if you haven’t identified goals or objectives toward which you are working, you are probably mistaking action and activity for accomplishment. When a task or project helps move you closer to your goals, it is an accomplishment. In an ideal scenario, you should be able to point to several accomplishments in a day, week, or month that help you on your journey toward your goal. In the context of this book, learning how to set appointments more effectively and quickly is an accomplishment that moves you closer to making more sales and thus more income:

More appointments = more closed calls = more sales = more income

Actions and activities will occupy ...