Sales Is Not a Numbers Game—It’s a Prospecting Game

I just finished working with the wonderful people at the New York Press Association. Yes, people still do read newspapers—a lot of people do. Facebook isn’t the source of news for everyone!

When I work with a group, I often hear different ideas from the participants about selling. In this case, one participant wanted to talk about something she had been told by another sales instructor. He had told her that sales is a numbers game: Successful selling is all about calling on more...

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