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Salespeople wear their emotions on their sleeve. As such, your prospects will sense your reluctance or fear. A prospect wants to do business with a salesperson that’s excited about what they have, not someone who is struggling to promote their product or service.

Rather than a sign of conviction, this can be construed as a sign of doubt or uncertainty. If you’re not convinced that what you have to offer is important enough to make a call, then how can you expect your prospects to get excited about what you have to offer? This will sabotage your cold-calling efforts, cultivating an unhealthy relationship from the start.

From: The Complete Idiot’s Guide to Cold Calling

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