Getting the edge in professional selling
Terence A. Hockenhull

Nowadays, few companies engage in cold calling. In most cases, this strategy fails to provide the necessary results. Most salespeople are encouraged to plan and prepare their sales calls. There is no substitute for a relentless effort to prospect for potential clients and this must be followed by a qualification to ensure that once the salesperson sits in front of the customer, he is speaking with the “right” client who needs the proffered products (or services) and has the financial means to buy!