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Why Prospecting Gets No Respect
Don’t Dismiss The Number One Selling Skill
According to Bill Truax, prospecting is the least used but most important skill in selling. It isn’t always the easiest or most enjoyable task to perform, but it’s the only technique that actually gets your sales reps in front of potential clients, allowing them to use all of their other skills to close a sale.
Companies spend thousands of dollars on programs to develop better selling skills , but virtually nothing on improving a rep’s ability to prospect successfully,” says Truax, president of Trufield Enterprises in Chagrin Falls, Ohio. “And prospecting is so critical to success.” Read more at managesmarter.com.
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