by Richard Garvey
This is a great question that many trainers and sales managers try to answer and remedy. And of course not all salespeople hate prospecting, but when I poll my customers nine out of ten will say it's the part of the job they like the least. There is only one answer to this question. Think about this, if every time you walked into a business or picked up a phone knowing there would be no rejection, you would do it all the time knowing it would mean more closed sales and more commission. The funny thing is this: That's exactly what it means.
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