I'm going to go out on a limb here. I'm going to tell you the real key to prospecting and what it's not. The key to prospecting is not being willing or able to make the calls. Not being the best salesperson. Not even asking the best questions or being the best listener or the most empathetic.

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Nope, none of the above.  The key to prospecting effectively is to have the best list. End of story. The best list.

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You can give a great list to an average salesperson and she'll blow away a better salesperson with a lousy list every single time.

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Most people work on lists that are worse than not good, and then they think their selling skills would take over and help them get more appointments, making more sales. And it will to a small and limited extent.

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Here's what really makes the difference. Develop your list. Make sure there are people consistent with what you do best on that list and they actually could buy in your lifetime.

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That's what will increase your prospecting results significantly, guaranteed.