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The well informed and well prepared sales person is the exception rather than the rule. You can gain the distinct advantage with a little common sense and some preparation. Will Rogers said you never get a second chance to make a first impression. Here is a training video with my suggestions on How to Dress for Success.

So much of sales training is focused on closing. But how can you close something that has never been opened up in the first place. The Customer Needs Analysis is the way you open up a prospect. The CNA uncovers just how you may be able to help the prospect.

Using the phone to get an appointment is difficult for some people because it takes courage to pick up the phone and call complete strangers. It's easy for a prospect to turn you down over the phone because they don't have to look you in the eye when they say no. But skillful use of the telephone is a necessary talent you need if you want to succeed in sales. You can literally cover miles of territory with the telephone. And with today's busy work environment, face-to-face cold calling isn't very practical.