The Key to Prospecting!
I’ll go out on a limb and tell you the real key to prospecting — and what it’s not. It’s not being willing or able to make the calls, not being the best salesperson, not asking the best questions or being the best listener.
The key to prospecting effectively is having the best list. End of story.
Give a great list to an average salesperson and she’ll blow away a better salesperson with a lousy list — every single time. Most people work lists that are worse than not good, then expect selling skills to make up the difference. They will — to a small and limited extent.
Develop your list. Make sure the people on it are consistent with what you do best — and that they could actually buy in your lifetime.
The best list beats the best pitch. Build the list first.
The gap between where you are and where you want to be is real. So is the path to closing it. If you're ready to do something about it, we'd like to talk.
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