Want to turn that phone call into a sale, and maybe even into an ongoing relationship? Follow these pointers:
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Don’t remind prospects that you’ve already mailed them something. Many lead-generation campaigns involve following up on a marketing piece. In these situations, avoid citing the piece unless it’s aesthetically distinctive or offers a unique sales proposition. There’s a good chance your prospects already are deluged with materials. You’ll only lose momentum by mentioning it.
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Close confidently. If you’re setting an appointment, try an either-or close:
Network
