Prospecting

Chet Holmes, in his seminal book, "The Ultimate Sales Machine", has written that all salesmen should invest at least 2.5 hours per day on prospecting.

New salesmen should spend a minimum of 4 hours per day on looking for new customers.

Most salesmen give up when a prospect says no. But in reality most sales happen on the 4th or 5th call. So never give up. Keep perfecting your sales pitch. Keep repeating it till it becomes flawless. And permanent.

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