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Although the sales saying is "it's a numbers game", cold calling is becoming a dinosaur in sales strategy. Targeting the right potential customers is a more practical approach when setting appointments by phone. In this hectic global world of competition, making for a firm appointment can put you and your customer on the same playing field. You want a captive audience when you talk about your product and in return when things are replanned, the customer is making time to listen. It's simply called sales with time management and not by lottery strategy.
|Jennifer Mathes, Ph.D.|