Prospect Against Your Closing Ratio

I used to call it the Roller Coaster ride. As a salesperson, I was so busy selling and closing deals that I ran out of time to do any prospecting. If truth be told, I found it a jolly good excuse not to. Prospecting is hard. It’s a constant stream of rejection, and most sellers don’t like that, so any excuse and they’ll put it off. “I’m too busy closing boss, to prospect as well.” And the outcome was a barren period of business as I had to start from…

Read More