The best salespeople have a plan. The customer always feels like there is momentum in the relationship, and knows where things stand at any given time. Some of the best salespersons that I've had the pleasure of working with always ensured that each piece of communication had a stated purpose for occurring.
A phone call might confirm an upcoming appointment or may provide follow-up information from an earlier face-to-face meeting. E-mail can also confirm a meeting or reinforce information,
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