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During my sales career prior to becoming a copywriter, several times a year, the company I worked for would bring in major sales trainers—spending thousands of dollars on training.

About 90% of the time, the new process focused on prospecting—how do we get new clients?

We would go through multiple-day training where the hired guru would take us step by step through his prospecting formula and have us do exercises to practice. We also were given books and articles to read and tapes and CDs to listen to on the subject.