Say less to do more with your sales pitch

08/23/2011 |

The old days of salespeople talking endlessly on the phone are over, John Mongillo says, and the modern world demands efficiency of words and ideas. "Relax. Take your time. This is your playground. Be economical. Ask yourself, 'How can I say more with less? How can I get the prospect to spin his wheels so I don’t have to run my mouth?' " he writes.

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