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Never hesitate to engage a customer with a phone call. Too many salespeople these days are spending the majority of their time working the internet, emailing, and doing other activities that don’t require them to talk. Sales is talking and building relationship with customers and potential customers. When you don’t spend time doing something, it’s amazing how you lose your confidence when you have to do it. Never hesitate to pick up the phone and call a customer. No matter how busy you are doing other tasks, you must allocate a percentage of your time to making phone calls. Sounds like a simple concept, doesn’t it? Working the telephone is no different than other daily disciplines. I am a runner and I find that if I don’t run on a regular basis, I get out of shape very quickly. Your level of telephone sales skills will be in direct proportion to the time you spend actually doing it.

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