By Richard White
When asked “What is your greatest challenge in sales?”, 40% of research participants chose cold calling and prospecting. Why should this be? More importantly, what can they do to make these calls less daunting?
It seems that many service professionals who are successful at generating sales from existing clients are reluctant to make calls to generate business with new clients. The root of this reluctance is often more to do with their individual attitudes and beliefs about the service they're selling, how they prepare for the calls, and how they manage the responses.
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