CHAPTER 1Setting Up for Success
PHONE SALES CHALLENGE – Linda, who was recently moved inside after calling on medical offices as a drug rep, tells us: “I know I should be calling more, but I just can’t make myself get on the phone.”
Linda probably can’t get going because she’s tired of being a loser. Perhaps that’s harsh but, come on, does anybody hate making money? She has likely fallen into some lame patterns that take her nowhere, such as these openings, which don’t engage the customer:
“How are you?”
“I wanted to tell you about our company’s ...
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