Selling is a difficult, scary job. And most would agree that prospecting is the most difficult, scariest part. That's why most producers come up with countless reasons to avoid it.
But, that's not OK; you have to own the responsibility.
People only embrace the pain of change once the pain of the status quo becomes greater. You will only embrace your prospecting responsibility when you realize avoiding it is the scarier option. And, if you are the responsible professional I'm sure you are, there are at least four things scarier than making that call.
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