To eliminate your resistance to generating new business via cold calling, the next time you prospect complete this exercise beforehand. Determine the top five or ten things that you would need to know about this prospect that would enable you to determine whether or not there’s a fit worth pursuing. Once you’ve created this list, create a question around each determining factor. This will assist you in crafting the right questions that need to be asked when speaking with the prospect. (If you find this exercise to be a bit of a challenge, that’s okay. We will be discussing how to craft the
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