Dave Kurlan

I’ve been selling for 50 years.  When I began in sales, I had to knock on doors for 8 hours per day to schedule 3 evening sales calls.  I hated it.  It was such a waste of time.  It was demotivating.  It was dangerous.  It sucked.  It was a necessary evil.  50 years ago, I decided that the only way to make it work for me, was to get so good at prospecting, that I would only need to spend an hour per day instead of 8 hours per day doing it.  I worked like hell for 30 days to perfect my prospecting and got it down to 1 hour per day.  I then translated that to the phone and later to B2B sales.  I’ve been training salespeople to sell by phone for 38 years and I have news for you.  The phone still works – better than anything else – but you must be good enough at it to get your prospect’s attention and get them engaged in ten seconds.

By now, you have lots of experience either using or being on the receiving end of the available tools for starting conversations with potential prospects: