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Ringing True

Three easy ways to sell better on the phone

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This story appears in the March 2001 issue of Entrepreneur. Subscribe »

Selling over the phone is never as easy as selling face to face. But even when you have a large number of calls to make in a small amount of time, the one thing you can do is build rapport.

Rapport is built on good listening skills and the ability to get the customer to talk. (Sometimes, a bit of humor comes in handy, too.) Most telemarketers are so busy following their own scripts, they never hear the customers' needs or desires. However, by following the "D-E-F" formula of telemarketing, you can get prospects to open up--and you'll achieve a more powerful, effective and efficient method of making the sale.

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