Effective prospecting requires a structured plan that is executed consistently over time. Most salespeople spend far more time on “closing” than on “opening,” which is what prospecting really is: the opening up of a relationship with the seeds of potential for future transaction. Building a pipeline of solid openings all starts with an organized, systematic approach, a long-view divorced from an addiction to instant gratification, and a commitment to put in the work that brings in future harvests.

A 3-page, fill-in-the-blank handout and action plan (ideal for reviewing key takeaways and future study) is included. This Dave on Demand title is available as a 3-day rental, or for permanent purchase:

• 3-day Rental. Get 3 days of streaming access. You'll receive an email containing a link to stream your video rental, and a separate email with a link to download the handout/action plan.

• Buy. Own it forever. After purchase, you'll receive an email with a link to instantly download the video files and course handout. Save them to your computer and use them to train forever!