Keeping prospecting In Perspective

Here are some numbers to consider:

Let’s assume that you are making 5,000 calls a year (that’s 20 calls/day with two weeks off for vacation). If you make 5,000 calls a year, how important is any one phone call or any one lead?

If you get a voice mail instead of a person, you have 4,999 more chances. If someone says “no” to you, you have 4,998 more chances. This is a great way of keeping it all in perspective.

Some other numbers to consider:

If someone were to fill your bathtub with 1,000 marbles, and if on only one marble there was a black dot that made the marble worth $10,000, would you go through all of those marbles to find the one worth $10,000?

Of course, you would. Each of those 1,000 marbles is worth $10 to you if you go through all of the marbles and find the one with the black dot. If you stop before you have found that marble with the dot, then all of the marbles are worthless.

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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