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Getting "out of your comfort zone" will not only better sales but make you a "more well-rounded" salesperson, Russell explained. Relying too heavily on technology also will set a person up for failure when it's time for a face-to-face meeting.
"A rule I like to follow is I always cold call 10 doors to the left and 10 doors to the right of my customer's location," he said. "Walking in cold is good experience and I have struck diamonds doing that. Another strategy is maybe making a certain day of the week your out of the office day to visit current clients and cold call on potentials. This is good because personal meetings with customers always help to develop a relationship."
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Melissa Busch
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