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When you're scared about not getting the business, your prospects can intuitively sense your fear. One of the major symptoms is rushing the sales process.
3. Pay the price of admission—do precall research. To connect with large companies, you can't make 100 cold calls repeating the same line to everyone. Several years ago, corporate decision makers stopped answering their phones and rolled all calls to voice mail. They deleted most messages within seconds because they sounded like salespeople making pitches.
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