@Suntan12 - You know I have never thought of that but it makes a lot of sense. There will always be a percentage of people that will buy but the majority will not.
People with successful sales careers know this instinctively. I also heard that it is best to schedule a block of two hours so that you can do your cold calling and telemarketing.
This block of time is best in the morning so that you can schedule appointments in the afternoons. The two hour timeframe is long enough to get a few appointments and to potentially get some call backs.
It really a good idea to set personal goals and write them down on a calendar so that you stay focused and achieve these goals. Asking for referrals is also a great way to build your book of business in a more efficient manner.