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Effective sales prospecting which leads to new business, the lifeblood of all companies, requires accepting failure as an important part of the success process.
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How do you, the sales professional, determine whether the person on the other end of the phone is being truthful? Your questions and how you ask them will reveal whether you are speaking with a liar or a potential buyer. Asking these questions on the phone will eliminate wasted face-time sales calls.
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