Telephone selling is one of the toughest sales disciplines. The phone also still plays a crucial role in other types of selling as well, because it is an essential addition to other selling techniques, such as face-to-face meetings and e-mail prospecting. When talking to a prospect over the phone, the first seconds of the conversation are crucial, and if you don't engage the customer from the very beginning, your chances of ending the phone call successfully (whatever your goals are) go down significantly.
