The economy has changed dramatically. Cutbacks, downsizing and a need to do more with fewer resources dominate many companies. If you’re a liquid waste hauler looking to land more steady work in competitive areas like restaurant grease traps, portable sanitation and bigger commercial pumping accounts, this means a tougher time prospecting.These days, you’re going to get “no” as an answer more frequently from prospects, or get no answer at all. And the more times someone hears “no,” the more he or she develops a fear of rejection and dreads prospecting in general. That’s when prospecting procrastination sets in, and people
