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When setting calling goals, stop setting goals for the number of calls you’ll make when prospecting! If you write down this as a goal: “I will make fifteen prospecting calls starting at nine tomorrow morning,” you can make all fifteen of those calls and have nothing.
Instead, set success goals: “Tomorrow at nine I will start telephone prospecting, and I will continue prospecting until I have three confirmed meetings to demonstrate my product to people I believe can and should own it.” Set a reasonable success goal and then do it. Stop for meals, go home nights, but keep prospecting until you achieve your success goal. [Read more…]
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