CHAPTER 1

Finding the People to Sell

You’ve been hired by a good company to represent a product you believe in. They have offered you product knowledge training and some company-generated leads. If you have read the first two books in this series,New to Sales andThe Mental Edge in Selling, thenyou’ve been through the early phase of sales training, getting an idea of what you’re facing. Where do you begin to make money in this business? It’s by finding the people who need what you have to offer. This area, called prospecting, is often the biggest maker or breaker of sales careers.

Take a look around your company. How many salespeople are lying around the office like beached whales? I’m talking about the ones who say things like:

“I don’t have anyone to c