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Sales Tip - Treat Prospecting Like An Appointment

It's usually a good idea to put your prospecting time in your calendar and treat it like you would any other appointment.

If you leave prospecting to "whenever I can get some time," chances are you'll blow it off day after day, week after week.

It will be a lot more effective if you determine how much time you need to invest each day, week, or month in prospecting and block the time off on your calendar.

Source: Adapted from Consultative Closing, by sales trainer Greg Bennett