Change Your Thinking, Change Your Life: How to Unlock Your Full Potential for Success and Achievement

SCHEDULE YOUR FIRST 
APPOINTMENT EARLY
If you are in sales, schedule your first appointment as early as possi-
ble. Many of the most important people you could want to see get
into the office at 7:00 and 7:30 in the morning. Arrange to meet
them at that time.
A salesman friend of mine, who is at the top of his field, found
that the key to getting appointments with the key decision makers
was to call their offices at 7:00 or 7:30 in the morning or 6:30 or
7:00 in the evening. He discovered that at these times all the staff
either weren’t in yet or had gone home. The only people working
were the key people. They would answer the phone personally and
he would get an opportunity to talk to them and arrange to see
them later.
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