Hello,
Great concise article.
I teach a similar idea which I have simplyfied even further.
If you are prospecting for business and are expecting the usual number of ''No Thanks'' then try this.
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Take a sheet of paper or a list on the computer and head it
''Todays NO list''
Set yourself a target of getting as many nos as you can with a reward every ten nos.
If you get a YES, you have to start again from 1.
Either way you get a reward, either a yes (good for the business) or the cream cake you promised yourself).
This way you get through numbers and the LOA talked about will happen.
It sure helps make the phone look friendlier or the leads list smaller.
Roger
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