The Complete Idiot's Guide to Cold Calling: Expert Advice for Overcoming Fear, Building Confidence, and Finding Your Sales V

by Keith Rosen MCC

• You want the prospect to say “Yes” to taking the next step in your sales process but you have to qualify them first to see if there’s even a fit worth pursuing. • You want the prospect to buy from you but must learn to give value unconditionally, whether or not they buy or meet with you. • You want to deliver and push through your presentation but you must get the prospect’s permission even before you present. • You need to keep your eye on your objective, set your goals, and plan your strategy for the future to determine the path to travel on but you must bring yourself back into the present moment during every prospecting conversation. • You want to make more money and achieve greater success in your career but you have to make the sales process about the prospect, instead of you, in order to do so. • You want to sell to each prospect you speak with but need to qualify them to see if you even want them as a customer.