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OLD SCHOOL: Cold calling is the dark side of selling and has a more than 90 per cent rejection rate. Photo: iStockphoto

Be assertive, not aggressive to make the sale

Successful salespeople focus on the present, it’s where their sales are.

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Perth
I am interested to understand if you do not find the pain then what are you trying to solve? If you don't identify what the prospect requires to be fixed am I not telling them the solution rather than finding out what they require? Please explain your point on finding the pain and what is the alternative strategy you would use to identify the right solution if you do not probe and expose the pain points?

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