December 2002

| Managing your Business

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Be careful what you say

When making sales telephone calls, it is important to say the right things or potential clients may refuse to meet with you. Here are several phrases not to say to prospective customers:

"I'll be in your area Monday, so I'll stop by then." A statement such as this emphasizes you are invading the prospect's territory and may anger him. Instead, schedule a time that works for your prospect.

"I'd like to visit your company and learn more about your business." Sales representatives already should know about a prospective customer's business. Customers don't have time to...

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