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Originally Posted by Rothgar the Pacifist
Yeah, that's the trick but you have to expand the conversatin a little beyond just taking the first yes/no or you'll find yourself accepting and expecting no answers if you don't push a little you will find yourself calling the entire phonebook for little or no results. It's more art than science but you cannot just rely on lucky chance.
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I'm sure that you believe that "you have to expand the conversation...", and that you have always believed it.
However, if you try it the other way you will make a lot more calls per hour and you will offer your products and services to a lot more prospects. Then, the statistical probability of finding prospects who want what your selling, and don't need a "push," is considerably greater than the probability of using persuasive skills to get a smaller number of people to buy what they don't already want.
