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Limit your time, and your prospect's time, for small talk. Design your conversation so that it leads into the sale process quickly. A good way to do this is to express, once again, how excited you are to be meeting with them and their organization. You're here for a reason. Begin by asking questions about the company to show interest. The interest you show at this stage of the sales call will set the tone for the rest of the meeting.
|Sheri Ann Richerson|