Interpersonal Business

Prospecting for new customers takes us out of our comfort zones and interrupts our routine. To take the dread out of “the dreaded cold call,” your sole objective should be making an introduction, not making the sale. Approach rejection as an initial response to a positive outcome still under consideration. For a variety of reasons, nearly twenty percent of a territory’s account base is lost every year. Devote twenty percent of your schedule – a full day each week – to opening new accounts.