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Southeast | mcauchi@sandler.com

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Prospecting & Qualifying

Having already looked at the impact of failing to prospect and failing to plan, in this third part of this series London Sales Training Expert Marcus Cauchi explains why we should never sound like the competition.

Everyone talks about prospecting but virtually no one actually does it consistently, regularly or well. After all, have you ever had to queue for an outside line to make a cold call? I know I haven't and I've been selling for 28 years. What are the 10 deadly sins of prospecting?