The Least You Need to Know • If you want to become a top producer, start thinking like one. You have the power to choose how you think. • The relationship you have with each prospect is established before you begin prospecting. • Prior to cold calling, focus on the reasons why you love to cold call and the benefits your prospects can realize. • Direct your thoughts toward what you want to create (pleasure), rather than what you want to avoid (fear, pain, or consequence). • Rather than exploit all of the reasons why you won’t succeed at prospecting, develop the reasons why you will! • Changing
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