Selling is a difficult, scary job. And most would agree thatprospecting is the most difficult, scariestpart. That's why most producers come up with countless reasons toavoid it.
But, that's not OK; you have to own theresponsibility.
People only embrace the pain of change once the pain of thestatus quo becomes greater. You will onlyembrace your prospecting responsibility when you realize avoidingit is the scarier option. And, if you are the responsibleprofessional I’m sure you are, there are at least four thingsscarier than making that call.
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