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#128 - Benjamin Dennehy - The UK's Most Hated Sales Trainer
Modern Wisdom
Importance of Prospecting in Business
Prospecting is the foundation of business success as it involves reaching out to potential decision-makers in the target market to identify if they have problems that can be solved. It is crucial to consistently engage with prospects to determine their needs and eligibility for the products or services offered. Prospecting is not just about selling but a distinct skill set focused on initiating contact and starting the sales process. The key to successful selling lies in disqualifying potential clients rather than qualifying them, as there are usually more reasons for a prospect not to engage than to engage. By addressing and overcoming objections, businesses can steer the conversation towards closing deals effectively.
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