Prospecting the Right Way

When prospecting, it's not just a matter of knowing who your prospect is and what church they go to, it's about their business.

Learn about their business, learn about their industry, learn about their category, learn about their competition. Then figure out that VBR (valid business reason) you have that fills the hole they have – the problem they're trying to solve. Present yourself that way.

Want to learn more? Watch RAB's and Seven Steps to Selling Success – Prospecting.