An alternative approach is to properly qualify prospects up front once you get them on the phone. This helps you identify a non-customer early in the conversati

An alternative approach is to properly qualify prospects up front once you get them on the phone. This helps you identify a non-customer early in the conversation so that you can end it if there is no fit, or aggressively pursue if there is. Also, a good sales call needs to have some structure. For example, a good portion of the qualifying questions should focus on customer pain. Does the prospect have the pain you solve? Does the prospect already solve/address the pain? If so, how? With whom? What is good about the current solution? What's wrong with it? Does the prospect have budget to solve the pain? How much? How is budget allocated and when? What is the budget process? Who makes decisions about this pain? Who decides which solution to use? Who approves the budget, and who can influence a purchase decision? And so on. With regard to endlessly calling people...if it works then stick with it. I've been amazed over the years at what works for different sales people. There are definitely practices that work for one person's personality that would be horrific with a different sales person. However, I think the OP's advice is to remember your ABCs of selling (Always Be C/Selling).