I walk into your office and you notice that I have a crisp $100 bill in my hand. It’s one of the new ones that looks fake but trust me, it’s real.

I tell you that you can have this money if you can pick up the phone and make a prospecting call in the next five seconds. Can you?

Other than to score a new Benjamin, why is this important?

My tip to you today is this, I think you should be able to prospect on a dime. That is, as you are working through the tasks in your day, should you happen to find yourself with even just a few minutes of unscheduled time, one of your options should be to make an outgoing prospecting call or two.

Look at it this way: Major prospecting is almost an event as opposed to an activity. It involves research and having something of high value to say to the prospect. It’s something that, I don’t know about you, I need to immerse myself in and bring great focus to.

But after that initial round of calls comes the seemingly endless parade of phone attempts and that activity does not require you to be, “In the zone.” So long as you are prepared, you can pick up the phone and make a call attempt without first having to do a lot of prep work.

What it takes for this to happen, however, is a good CRM; one that is accurate and up-to-date. This does not mean you have to go out and invest money in a software program plenty of us old-timers still do it with paper and a pen. The point is, to be able to prospect instantly allows you to take advantage of those small bits of time where you might otherwise stray into Satan’s playground, otherwise known as, Facebook.


Visit my new Sales Resources page: http://sales.napl.org/sales-resources/ for last week’s Short Attention Span Webinar and a link to my blog

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