If you’ve found this, then you are probably dreading the fact that you are about to start cold calling. Firstly, don’t panic, with a few tips cold calling will become second nature to you. There are many people, that at some point in their lives will be given the task of cold calling a list of potential clients to set up an appointment , sell a product or service over the phone. From the company director all the way to the trainee sales assistant.

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In this post I am going to touch briefly on a couple of things I have learned over the last 20 years that I have been in sales.

Most of my sales career has been face to face, where I meet with the decision makers, so my points are not theory but based on actual interaction and experience with people.

How to Make the Sale

Selling is not all about product knowledge and more about understanding people. Understanding their motives, fears, and expectations are just...