Close your email program when you are calling. Consider this time sacred. Focus on the call, take notes as needed and avoid allowing other distractions.
Listening is an excellent skill. Don’t jump into a sale pitch until you have asked potential clients what they are looking for and what their worries are. Add a few questions to your sales process.
Practice several ways of asking for referrals. Some salespeople feel awkward asking, so figure out ways to fit it into a call seamlessly. For example, instead of saying “Do you know anyone who would be interested in this product?” try “This is a limited discount, do you want me to share it with anyone?”
