While a novel could be written on this subject, this is a simple summary to help you get going.
1. Know How to Get “In the Door”
2. Build Trust & Credibility FIRST!
3. ALWAYS Have a “Next Step”
4. Have a Purpose/Goal for Every Step
At minimum, make sure they will welcome another call from you. Ask yourself … “When I call back, will they remember me? Will they welcome this call?”
IMPORTANT: “No Thanks” does not mean “disqualified”: An early error is thinking that if they are not interested, they are disqualified. Not so! Assuming they qualify, they may not have a need at that moment OR they will tell you they are not interested or disengage the discussion because they don’t feel comfortable enough yet. Remember, they hardly know you yet.
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