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Whether your goal is to increase sales, improve customer service or just have greater personal sales success, unless you take action you will continue to be one of the many instead of one of the few. Yesterday in talking with a prospect, I once again realized why so many businesses fail to reach their full potential - a lack of action.

Over 6 months ago, when I first meet this prospect, he mentioned that his company had just received a high customer service rating from the national manufacturer that his company represents. I suggested that he send out press releases to local newspapers and any organizations that he belongs to. Sales Coaching Tip: If you want to increase sales, people (your prospects) must how you are different from your competitors.

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Cold calling is viewed by some as cold leads or acts of desperation. However, for many small business owners to sales professionals, their prospects, usually the decision makers, do not attend the standard networking events. So how do you connect with these decision makers, just give them a call?

Cold calling can either be by phone or in person. Regardless of the how, there are two reasons why sales people are reluctant to cold call.

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