Lenann Gardner

While many professionals avoid cold calling, it can be highly successful if approached with the proper attitude. In cold calling, the goal is to get appointments; to arrange to be face-to-face with someone who might spend money with you. Sales research proves more phone time and face time with qualified prospects equals more sales. Here is a step-by-step guide to cold calling success: • Escape the fear of rejection. Any rejection is a rejection of the interruption your phone call represents; not of you personally. Some prospects may have been burned by cold callers and telemarketers in the past, so don’t take their coldness personally. • Don’t

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