Seeing people face to face is far more powerful than calling them by phone or sending them an email.  Wayne Berry:  Seems obvious right?  So why do many sales people avoid making the effort to visit live with prospects?  In some cases I know that it’s fear, particularly when doing a follow up call, because they fear rejection.  For others, I think it’s laziness.  I’m not saying always see prospects face to face but consider if this is the best method, because if you do this well, you’ll build trust, rapport and credibility that will give you an advantage over your competitors.

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