Increase sales by picking up the phone

An optimal salesperson uses the phone to discover the prospect’s critical information. It’s so easy to give in to the urge to send email to a prospect when the questions you need to ask to generate sales make you feel uncomfortable. Our self-limiting beliefs tell us it will be easier and less intrusive for the prospect if you invade only their inbox. However, the optimal salesperson understands that he or she cannot close sales by email. Sure, you might be able to capture their initial interest. However, if you need to discover their pain, their budget, the decision process, or the next step, you need to pick up the phone and ask those questions to increase business. The Optimal Salesperson understands that tonality is a critical component to building trust.

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