Polite Persistence Pays Off

The right approach will help you score appointments with busy prospects.

Your prospects are busy people. They have many demands on theirtime. They don't always return calls when you want them to.Sometimes they "forget" to return calls. Don't getmad--and don't get even, either. Get focused. If they don'treturn your first call, wait an appropriate amount of time(anywhere from two hours to a day) and call again. If theydon't return your second call, same drill. Same for the thirdand fourth calls.

Excerpted from Creative Selling: Boost your B2B sales

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