A few summers ago I started running Triathlons. At my age, simply crossing the finish line alive is a real thrill. As my training continues my focus is on aerobic conditioning. Simply stated this is the ability to perform some form of exercise for longer and longer periods of time.

The method recommended by all of the professional trainers and doctors is Long Slow Distance, LSD. That is swim, bike, and run for longer and longer distances while maintaining a relatively stable heart rate. The results should be a stronger ability to perform at higher heart rates. As you maintain this training regimen, you will perform faster because your ability to replace oxygen increases. So, you will be able to swim, bike and run faster while maintaining the same heart rate.

Now, simply apply this idea to Prospecting and you can see the value of making cold calls on a regular basis. As you maintain your Prospecting efforts you get better and better at the skill. Also, you begin to build up a large reserve of potential customers with whom you will need to follow up in the weeks, months, and years ahead.

It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts.

Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you "talk to a potential customer with the intent of making them a customer."

When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.

Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?

Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please consider the following idea.

In aerobic training, we are supposed to swim, bike, or run for a set period of time everyday of the week, weekends we can rest. For a few weeks of the year we need to add Anaerobic training, which is