Summary: Sometimes you only get one shot with a prospect. An inconvenient truth is sales is you need your prospects more than they need you. Top earners get this. They understand that each time they make contact with a prospect whether that contact is planned or an unexpected surprise that it is a precious moment of truth. This is why top performers are always ready. When they answer the phone they are ready. When they make a call, they are ready. When they walk in a door, they are ready. No matter the time of day, situation, where, when, or how, they are ready to engage, ready to ask questions, ready to present, ready to close, ready to deal with objections, ready to sell.
