Prospects, or for that matter clients, don’t suddenly decide one morning to wait by the phone for salespeople to call. And then when one does, with the product they happen to want, buy it. Prospects and clients also don’t live in a vacuum between your sales calls. This may sound obvious, but many salespeople fall prey to the concept that “Jones will never buy from anyone else but me.” Unless you are the only person in the world making the product or offering the service, your client is approached at least once a week.Prospects and clients, despite how strange it may sound, can also think you live in a vacuum. Their perception becomes, “When I need it, I’ll call.” You know they probably won’t, but that’s what they say to themselves. There is a way for both you and your prospect/client to avoid believing the other lives in a vacuum. Just very few use it...