To keep from wasting time on people who aren’t seriously interested in pursuing a business relationship, try the three-step qualifying process on an upcoming sales opportunity so that you know right away whether it’s alive with possibilities or a dead end.
When was the last time you ran into someone who really enjoyed cold calling?
I bet it doesn’t happen often. Few enjoy hitting the phones to find new business and even fewer are at least somewhat good at sales prospecting.
What we’ve found, though, is that those who get a reasonable amount of success out of their cold call typically adhere to some sort of a sales script.
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