Like all prospecting, tele-prospecting stinks like an infant’s diaper. It is the worst part of any sales job. It’s tedious and its rewards are not immediately apparent. It doesn’t provide instant gratification and usually delivers frustration after frustration.

A small percentage of calls yield results. And yet those results matter and make the tediousness worth it. You’ll never get any results without picking up the phone and making the calls. The more you can do it, the more successful you will be. In fact, sales professionals that prospect religiously will typically be the highest paid sales professionals in the organization.

If you want the appointment, you have to make the call.