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Asking For It

Collecting for a good cause may be the sales training your company needs.

This story appears in the March 2006 issue of Entrepreneur. Subscribe »

A number of years ago, I was asked to host a telethon to raise money for PBS. Priding myself on being pretty good at raising money from investors and customers, I accepted the position.

When the first part of the program was over, the cameras were turned on the hostess and me, and we began asking viewers to donate money. We smiled, we talked and we tempted viewers with great bonuses. We did our best... but the phones sat silent.

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