When we get in touch with potential customers, the key to success in selling is to refine your skills during these initial contacts to become memorable to them. Your goal here is simply to get another call or meeting which is where your selling process starts.
Many salespeople spend most of their time talking to the wrong people. It doesn’t matter how eloquently you present your service or product if you do that. You have to spend time with the people that make buying decisions. Determining who these people are is important.