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003 - The "Cold" is Dead, But Not the Calling; How to Prospect the Smart Way

The Art of Sales with Art Sobczak

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Pat's Smart Calling Process

Pat used Michael's first name because he knew in advance that Michael was somewhat of an informal guy who no one called Mr. Johnson, but also hated to be called Mike. He talked about results, the precise results that address the issues that Michael now faced. And all of that took place in a relatively short period of time because Pat was trained in the entire smart calling process later in the call.

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