Welcome and thank you for taking the time to subscribe to this crash course in sales
prospecting. Regardless of what type of business you may be in or what type of selling
you do, I promise you that you will enjoy and benefit from this course.
After youve finished this course you are free to share this document with anyone that
you feel may benefit from its contents. This system will work for practically anyone
responsible for finding new customers for a living so if you know someone getting
stressed out over business send them a copy. All that I ask is that you dont change the
contents of this course in any way. I think that is fair.
Lets rid the world of cold-calling together, shall we?
I created this course because I became aware of a problem that is running rampant
among business owners and professional salespeople. I call it the Small Business
Owners Dilemma. If it affects you, so will my description of this scenario.
Sally is a nice person. She opens a business because she loves what she does and she
is good at it. She knows her business requires new customers but she HATES selling.
More specifically, she hates prospecting for new customers.
Deep down Sally feels that calling people she doesnt know and imposing on them by
asking for business is wrong. She also isnt very comfortable with attending business
networking functions with the sole purpose of finding business leads.
To be honest, Sally isnt too fond of all the rejection that goes with cold-calling either.
So Sally doesnt sell, she doesnt get new customers and soon, she doesnt have a
business.
Isnt this absurd? Sally could be the best in the world at what she does but because she
refuses to do something she hates she cant do what she loves. Sally didnt start her
business so she could become a salesperson. She started it because she loves her
work.
The ironic thing is that Sally honestly feels she should be cold-calling. I mean, if Sally
really cared about her business she would do everything in her power to make it work,
wouldnt she?
Beside the fact that cold-calling and business networking are really not effective, this
conflict of interest is the real cause of Sallys problem.