CHAPTER 1Breaking Buyers’ Patterns

THE “MOST ELUSIVE PROSPECT” I’m selling for a company in Chicago. When I’m not on the road, I’m pounding the phones at my desk, generating leads. Today, in fact, I’m breezing through my contact manager when I stop and stare at the notes section of one record.

There’s the date and time of the last call, and next to these notes are the letters “lvm,” short for “left voice mail.” Below this note is a string of identical calls going back three years. We have “left voice mail” messages for this woman forty-six times!

Now, what would you do with a prospect like that?

“What is there to lose?” I think, so I dial and—surprise—get her voice mail. I wait for the beep and leave a message.

“Congratulations! This is Dan ...

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