Preparation is key. Make sure you do your homework. This means knowing your product or service inside and out, as well as having a clear understanding of the client's needs.
Start the call off with a non-business-related conversation. This will help lighten the mood and build rapport. You might even find something in common with the client which will go a long way to helping close the deal
Project confidence. Remember you are providing expertise, so try your best to sound assuring. Minimize using filler words like "um" or "like."Also, be aware of your tone of voice.
End the call positively, thanking the client for their time and reiterating your interest in working with them.
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