“Hard knocks” illustrates how I feel each day before engaging in sales conversations. Before I make one single call to a prospect, essentially I feel at a disadvantage, sometimes even inadequate. Then come the thoughts, “You’ll never get these.” “You don’t have enough time to make the calls.” “One call doesn’t matter; do something else instead.” But, once I connect with a prospect, and begin asking questions and engaging with the client, the game changes.
