"The Crucial First 20 Seconds" by Art Sobczak

"Too many salespeople in the first 15 or 20 seconds actually create resistance as opposed to interest. Therefore, they don't even have a chance to get to the body of their message. People on the other end of the line are already thinking of ways to try and get them off the phone. There are really two possible emotions that salespeople create at the beginning of a call: one is interest; the other is resistance. And there's really not a gray area." CLICK TO LISTEN

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