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On the phone, simply the sound of the other person’s voice plays an important part in how you establish a rapport.

Just let the conversation take its course and listen.

You’re not pushing insurance policies or double glazing over the phone, but you need to sell yourself - and it’s surprisingly easy to do. It’s a trick that works for people selling double glazing and it can work for you. If you go in thinking “this is never going to work,” it will come out in the conversation, so think positive and believe it’s all going to work out.

You’ve had a terrific conversation and you did so well that you could have sold the proverbial coals to Newcastle.

You’ll be able to tell immediately and not waste any more time. Especially if it’s someone they barely know, since it makes them feel vulnerable.