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One detail I appreciated was the encouragment to make calls our own -- we can follow a script, but shouldn't simply recite it. I'm sure the "practice, practice, practice" technique will help get this down.
I found the section that uncovered the underlying objections to be quite helpful. The principle that "objections indicate caring" creates open windows of opportunity rather than feeling as if it shuts down the conversation.
I intend to review the 10 commandments of outbound calls regularly, and to make sure I have a call script to make sure I hit all talking points. Also, I found the suggestion to make calls brief in order to share more in person to be solid advice.
The heirarchy pyramid to make connections with people was excellent. I'll be thinking through this regularly to discern where things stand, but also how to "back up" if things have moved too fast.
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