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Hal Becker’s Ultimate Sales Book by Hal Becker

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LESSON 26Cold Calls, Phone Calls, and E-mail

A great salesperson is on top of his or her game, which essentially comes down to two areas: One is the constant awareness of existing clients and making sure they stay customers by keeping in touch. The other is the consistent effort to obtain new business. This section will explore obtaining new business through phone sales and cold calling.

A cold call occurs when someone knocks on the door of a business without an appointment. Typically, this is best done in a geographic territory where the salesperson can do multiple calls in a given day without burning himself out. A nice, round number is 10 to 20 calls a day. Check lesson 19 for how to get past the screen.

Though each salesperson has his or ...

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