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April 1, 2010
Here is a way to dramatize the importance of systematic prospecting in a sales meeting.
Your speaker is dressed as a magician. He begins by performing several magic tricks. Three people are then brought forward. They should be strangers to the audience.
One is said to be a hot prospect, ready to place an order. Your speaker guesses which of the three it is. He misses on his first guess—on the second one, too. “This proves that no one can tell which prospects will buy—not even a magician. So let’s call on everybody.”
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