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The phone can be an amazing marketing tool. It leverages a personal touch, has a high response rate, and tends to generate results quickly. The phone can also create frustration -- even dread. In this long-awaited third edition, Shawn Greene uses her trademark humor and before-and-after scripts to show you how to make effective, natural-sounding calls in sync with a consultative style. She shares practical tips, explains how to avoid common mistakes, and busts the myths that otherwise hold you back. Here are just some of the topics covered: Why warming calls up doesn't actually work. Why the "root canal effect" is different for Millennials. The real difference between business-to-business and business-to-consumer calls. Whether to leave voicemail messages -- and how to generate return calls if you do. How to project confidence, work with gatekeepers, and handle objections. How to get through a learning curve and build a genuine level of comfort.


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