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The Complete Idiot's Guide to Cold Calling by Keith Rosen

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Part 1
The Inner Game of Prospecting
Why is it that the thought of cold calling immobilizes and terrifies some salespeople while others seem to do it almost effortlessly? Developing a healthy prospecting attitude and mind-set and actually learning how to think like a top producer is the distinguishing factor as to whether or not you become only half the salesperson you could be or truly evolve into a well-rounded sales professional. This part of the book begins your journey toward becoming the superstar you know you can be by introducing you to some fundamental guiding principles that build sales champions from the inside out. Mastering the inner game of prospecting will make this process much easier, enabling you to build a solid foundation ...

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