Tools for Basic Prospecting --DeWese

Willingness leads to commitment. Committed prospectors have overcome all the excuses for not prospecting. Salespeople who refuse to prospect generally claim that their company can't handle new business. Or, they have to hang around the plant to make sure their work gets produced on time and according to specifications. Or, they are not good at prospecting, but are superb at servicing existing business (the old hunter versus harvester concept.)