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Friday, August 21, 2009
Prospecting Opportunities

You can produce more opportunities with more prospects.



Everything has a place of beginning; this place in selling is prospecting. The more prospects you have, the more opportunities you have to succeed

What does it mean to increase your opportunities?

It means prospecting every day.

It means making prospecting a habit.

It means knowing that sales come from prospects.


Prospect every day.
To keep your sales volume at a consistent level requires keeping your prospecting efforts effective every day. Every day you donít prospect weakens your opportunities for the next day.

Make prospecting a habit.
Just as success is a habit, so is prospecting. Making prospecting a daily habit is a key factor that contributes to sales success. When you form the habit of daily prospecting, you will be forming the habit of consistent sales.

Sales come from prospects.
Sales are created from prospects. If you donít have people to see, you donít have the main ingredient needed to create a sale. Effective sales professionals are masters at the art and science of prospecting.

Remember what George Dana Boardman and I have said about prospecting.

Sow an actóreap a habit; sow a habitóreap a character; sow a characteróreap a destiny.
George Dana Boardman


Every day you donít prospect, the next day you will settle for a lesser degree of performance.
Gary OíSullivan


Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.

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With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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