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Horsesmouth Essential: The way you qualify on the phone can make or break your cold-calling efforts.
Expert Shawn Greene evaluates one rookie's approach to cold calling. See how your style measures up.
Selling on the phone can get tough, in part because you lose the power of body language. Here's a plan for structuring your calls, plus some tips that will help you connect better with prospects and compensate for the fact that you're not there in person.
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