“To know your prospect, you must become your prospect.”
– Ancient Chinese Proverb
This quote came from a salesperson who knew how to get an appointment.
Getting the first appointment with a prospect is getting harder year after year, and making yourself relevant to the prospect is the first step in overcoming that challenge.
As a daring and ambitious salesperson on the search for customers to serve, you must seek relevance like a duck seeks water. The question is how.