Prospecting: You Don't Have to Like It. You Just Have to Do It.

Thus far, we have discussed what a professional sales person needs to do to have success when in a sales call.  However, there is no sales call unless the prospect extends an invitation to the salesperson to have one.  Now it is time to discuss how the salesperson gets invited in to sell the prospect.  This is called prospecting and I can say from experience, both from my clients and from my own, this is the least fun, most difficult and most procrastinated activity salespeople will do in their job....