And don't let yourself be discouraged; remain optimistic. Keep in mind that clients are almost always going to attempt to get as much as they can, with as little financial outlay as possible. But that doesn't necessarily mean that they expect everything they ask for. If you take the client's demands as a basis for negotiation,Cheap Steve Smith Jersey, rather than a hard- and-fast bottom line, you should be able to work out an arrangement that is satisfactory to both your client and yourself. In fact, you actually do both yourself and your clients a favor by being upfront and letting them know you are eager to do business with them. One effective approach is Of course, on occasion a client may bombard you with a series of unrealistic demands. If that happens, don't immediately fold up your tent and go home. To avoid dead-ending the deal then and there,Cheap Dan Hampton Jersey, a good strategy is to give both yourself and the client time to think over what has been discussed. You can simply say something like,Cheap Kellen Winslow Jersey, "I'm going to run this by head office. Can you give me twenty four hours to get back to you?" The value of this strategy is that once you have a chance to think about the client's requirements, you may come up with some brilliant and creative ideas about how to approach the next meeting,Cheap Santonio Holmes Jersey, so that you can move on to the negotiation stage. Many sales professionals, wishing to avoid coming across as desperate to make a sale or applying too much pressure, assume that the best approach is a casual one that implies that closing the deal is a not a priority. Of course, it is always a good idea to avoid pressure tactics, but erring on the side of a too-casual approach is usually a mistake. There is no real benefit in pretending that the situation is not as it is. The economic climate is gloomy, clients are holding on to their resources more tightly, and your ultimate purpose is to make a sale. Your clients are just as aware of these factors as you are. And if they are market-savvy at all, they also know what the competition is offering. So there is no point in ****-footing around when it comes to asking for their business. Another reason that being forthright works so well is that, as mentioned above, asking questions of this sort literally throws the ball into their court. Your clients will respond, and when they do, listen closely, because what they will tell you is exactly what you need to know to formulate a workable agreement. Think carefully about your client's feedback, because it will provide you with important clues concerning how to best shape the next stage in the negotiation process. Why is this approach so effective? Well, for two reasons. For one, it implies that you are serious about taking their specific needs and circumstances into consideration (i.e. treating them as individuals,Cheap Frank Gore Jersey, not simply another sale). In effect,Cheap Roman Harper Jersey, what your clients will hear is "help me help you to get the best deal possible here". And they will read this as a situation in which you are cooperating, working together rather than against each other, to arrive at a mutually agreeable solution. to simply say so. Something along the lines of, "Look, I would really love to close this sale with you. What can I do to make that happen?"

Personal local service should feel the opposite of what we just talked about. Genuine,Cheap Sedrick Ellis Jersey, caring help should be what separates little and local from big and impersonal. Little and local should feel accessible and trustworthy. It should be about help without the big upsell. Aren't we all tired of the extended warranty pitch? How about the protection plan? Do you need that too? I think we all need a break. Authentic and trustworthy is just what we need (without the upsell). Have you ever had the pleasure of walking into a store/business/company lobby and getting the same,Cheap Sideline Black United Jerseys, scripted fake hello and salutation that everyone hired there is instructed to spit up at you? The forced smile, the weird friendliness from someone you've never seen, and the awkwardness between you and the person that you both realize exists but neither one of you won't speak about (maybe because the supervisor is watching you both from afar)? Yeah, that feeling. I'm not sure most large companies can get around that weird vibe. Sure, they try their hardest,Cheap Fred Taylor Jersey, but we all know fake when we feel it. Sincere is sincere and there's just no faking it. Are big box companies going to doom the local store? In some instances,Cheap Jason Taylor Jersey, that may very well be the case. If we're talking about competing on price, then the end may be near. But,Cheap Pat Tillman Jersey, is there more to the story? I think there is and there should be much more to the story. Unfortunately, most big companies/stores/corporations still come across as creepy,Cheap Steelers Jerseys, or at their very best, remote.

How does that relate to a cold caller? Successful salespeople don't do cold calls. They don't have the time for that, they are busy.... selling. Prospects know that. In other words,Sideline Black United Jerseys, in the mind of a prospect, a cold caller is a failing salesperson. Not a nice start for a relationship huh? 5. We need to level with our prospect. Look around. Or even better, don't look around but stay focused on your screen. A lot of the answers are in front of you,Cheap Willis McGahee Jersey, just a few clicks away. Email,Cheap Sedrick Ellis Jersey, Social Media, Referral techniques. The list is almost endless. One thing is for sure. If you really want to take part in today's economy, stop using old-fashioned tools. 2. It is dis-proportionally time-consuming. 1. Everybody hates cold calls. Happy hunting. Maybe the best remark I heard about cold calling was: Cold calling is like filling a swimming pool with a squirt gun. It works...... eventually. And the cold caller? He screams 'I need your business so bad,Cheap Dexter McCluster Jersey!' all over. And if he manages to get some business, he always wonders why he has to give so much discount.... It is a well-known fact that people buy easier, more and faster from successful salespeople. In a prospect's perception,Cheap Marion Barber Jersey, a successful salesperson has something worthwhile to offer. Apparently he is trust worthy. Why else would so many other people buy from him? So let's join in,Cheap Ray Rice Jersey, we can't go wrong there. You cannot seriously expect a decision maker to see a sales rep who almost begged for a meeting, to see him as a peer, can you? And the fact that the client doesn't have a lot of respect for the sales rep will reflect in the quality of the relationship as well as the quality of the order and repeat sales. Prospects hate it too. One group is very susceptible to cold calling. They are the ones that have gatekeepers installed; the secretary and receptionist who have strict orders to keep every cold caller away from the decision maker. Or they have a sign at the door: 'No solicitations'. So, what else if cold calling doesn't work? Decision makers have respect for their peers. For most companies it is important to build a long-term relationship with clients. Strong relationships require that both parties see each other as equals. I won't bore you with the math but it boils down to fifty days per year of being busy without any result. Another group of prospects will talk to the cold caller; those who know how to deal with them and are not afraid to tell them 'no', whether it is straight away or after a meeting (Send us a proposal, send us some information, maybe in 6 months......sounds familiar?). 4. We sell the most when we don't need to. Remember 'Facebook Mark'? The harder he yelled 'no', the more anxious companies got to buy his company. Most salespeople will recognize this. We've been lucky this year and hit our target already in October. No pressure anymore, relaxed freewheeling to Christmas and New Years Eve. And what happens? We sell like crazy, almost effortless. Why? Because we don't 'need' it anymore. We become brave and even start playing 'hard to get'. Prospects get intrigued and want to buy from you. In short, if you manage to get an appointment, it will most likely be with the wrong prospect. Stop doing that! Cold calling doesn't work (anymore) and here are 5 reasons why. There are two categories of people who say that they like cold calling; Liars and sales managers. There might be an exception here and there. Some rare species (I call them masochists) love banging their head against a wall time after time and get a kick out of hearing 'no' fifty times a day. But the more sound of mind sales people among us just hate it. It absolutely baffles me that salespeople still use cold calling as their main tool to generate leads. Why do so many salespeople still use this ancient weapon to get the leads they need to do business? The main reasons are that they don't know any better and that there are still many dinosaur sales managers active that stopped developing in the 90's and who still force their salespeople to do an amount of cold calls per day. 3. People buy from successful salespeople. Having to do something you hate every day doesn't contribute to your success. We expect the 'no' at every cold call we make and it becomes a self-fulfilling prophecy. More rejections follow and the circle is complete. It's like searching a needle in a haystack. Let's say that a sales rep spends on average 2 hours a day cold calling and let's say that he is quite good at it and sets up 2 meetings. Setting up those 2 meetings takes about 10 minutes. That means that he has been busy for 1 hour and 50 minutes without any other result than annoying people who might have been a quality lead if approached differently.

He success was not down to his age or education, or how much money he had. It was down to his belief that he had the best chicken recipe in the world. Business history is littered with hundreds of similar stories of success. On each occasion it was because the business owner had their own passionate cause they fully believed in. They were committed to it. They would do whatever it takes to get more clients to buy what they had to offer. If you do not believe in yourself or what you have to offer then why should anyone else? If you are not certain about what you are selling then no one will buy from you. It is as simple as that. You will have knock backs along the way. You cannot please everyone. It is impossible. I tried it myself and just got burnt out and miserable. Stay focused on what you want to sale,Cheap Marshawn Lynch Jersey, keep taking action and learn from every step you take. Eventually,Cheap Haloti Ngata Jersey, if you remain flexible enough,Cheap Mewelde Moore Jersey, you will find your gold mine of more clients. Yes,Cheap **** Butkus Jersey, you can have more clients for your business but only,Cheap Eagles Jerseys, and only if you have the full belief in yourself that you can do it. Think about that famous chicken recipe that is served around the world. The inventor,Cheap Alex Smith Jersey, Colonel Sanders was over 60 years old when he started his business and received over one thousand rejections before someone agreed to use his recipe. There are some tremendous stories out there of people who succeed against all the odds. Who kept going when they got endless rejection and rejection?

Next time you are talking with a prospect,Cheap Arizona Cardinals Jerseys, let them know how your product or service will make them feel. Chance are, you'll feel great when you make the sale! But,Cheap Broncos Jerseys, facts and figures aren't what causes people to buy! You may find it hard to believe, but most people make buying decisions strictly on emotion. They use facts and figures to justify the great decision they just made,Cheap Greg Olsen Jersey! Of course, people don't want to admit this. They may not even realize that is what they are doing. But when people do business with others they trust,Cheap Dallas Clark Jersey, they like,Cheap Calvin Johnson Jersey, and who they have a good feeling about. Those are all emotions! There are all kinds of ways to weave emotion into your sales presentation. The best way is to let your customers know how they will feel when they use your product or service. Here are some examples: Choosing the right financial planner will allow a young couple to feel confident that their financial future is being properly managed. Buying a particular house will help a family feel like they're part of a great community. XYZ brand copier will make an office manager feel more organized, efficient and productive A custom-designed necklace with make the wearer feel like a celebrity. As a business professional,Cheap Willie Brown Jersey, you probably put a lot of effort into ensuring the facts and figures you share with your prospects are 100% perfect. That is good. When you can put numbers in a sales presentation, people are always impressed.

3. Third,Cheap William Henderson Jersey, you have to overcome their objection to meet. As my good friend and Cold Calling 101 expert Barry Caponi would say, prospects will lie to get you off the phone. The best way to handle their objection is to ask them a question that will reveal an issue they are having. It's the perfect time to say, "Stu that's exactly why I think it would be worth our time to meet." 2. Second, you have to offer a compelling reason to meet. What would the client/prospect gain from meeting with you? Can you communicate that message? Again, one of the best approaches is to let them know how you've helped other clients, which demonstrates the value you deliver. Can you articulate your value in a brief amount of time? That's what they need to hear in the first 20 seconds. 1. First, you have to know what your target market looks like. What is your company known for and what does the ideal prospect look like? Where have you had the best success where the client saw the value and the sales cycle was minimal? If you've had repeat business in this market,Cheap Vernon Gholston Jersey, most likely this would be a good target market to pursue. Define the characteristics of your market and use your existing clients as references and to ask for referrals. This turns a cold call into a warm call. If you have happy clients they are normally willing to help open a few doors with their network of business colleagues. It's much easier to focus on a target than to have a shot gun approach where you can't send the same consistent message. According to recent research, "Finding New Clients" is the 2nd biggest challenge life insurance agents face. This is also true of many other industries. Why? Is it because of the rate of change? That's part of it. Less demand and more supply, yes again. Many already are doing business with one of your competitors. It can also be a lack of focus in your marketing efforts. Let's explore 3 ways to target new clients. Good Selling! Using and mastering these techniques will fill your pipeline with new prospects and clients. Intimately understand your target market Articulate the benefits that you provide Overcome meeting rejection with a well-crafted question If you want to find new clients - and who doesn't,Cheap Camouflage Realtree Jerseys, you need to do 3 things: My first assignment was to prospect. So I asked my sales manager, "what do I do?" He smiles, sits me down at one of the many cubicles in the office and says, "start smiling and dialing". But what number would I dial? He then hands me the yellow pages, asks me to turn to the letter "C" and look under computers. Then what? Well Stu,Cheap Ronde Barber Jersey, start calling the companies and see if they would be interested in carrying our computer line as a reseller - finding resellers was my first assignment. 1st call-hi my name is Stu Schlackman with Digital Equipment Corporation and I wanted to see if you would be interested in carrying our line of computers? Digital who - says the prospect? Click! Next call - same opening-no thanks we carry IBM. Next call was a company by the name of Four Phase Computer Systems - hello my name is.... Response? Son,Cheap Zach Thomas Jersey, do you realize we compete against Digital? No sir, but thank you, that's good to know. How embarrassing and yes that's what many of us in sales are afraid of,Cheap Tom Jackson Jersey, embarrassment, rejection and the final outcome - futility! It was back many years ago and my first day on the job in my new sales career. Nervous? Absolutely! I was driving up to the Knoxville office of the old Digital Equipment Corporation where I spent 15 years of my career. I had just completed the Internal Sales Development Program and was excited to see what it was like to sell computers to people I have never met.

The usual lead time for branded USB sticks is around 10 working days so there is still time to get them ordered in time for Christmas but don't leave it too late because you'll need to make the last posting date for Christmas delivery. Popular gifts tend to include perennial favourites like diaries,Cheap Phil Taylor Jersey, calendars, food hampers and bottles of wine and whilst these are always well received at a time when the economy is struggling it's getting harder to justify gifts that don't do more than just get consumed. Historically diaries and calendars would be relatively easy to justify because by their very nature they are used all year long and the recipient is reminded every time they use them of who gave them the calendar or diary. But,Cheap Thomas Jones Jersey, with the continued explosion of smart phones, tablets and PC's how many people actually use paper based diaries or calendars these days? And,Cheap Johnathan Joseph Jersey, if you do plan to post the USB flash drives out you might want to consider getting Credit Card shaped USB flash drives because these give you a larger space to print your message on, they slip easily into the wallet of the recipient and more importantly because they are only 2mm thick they can be sent out using standard letter post. This subtle form of marketing is much easier to justify than requesting a budget to send your customers a box of chocolates or a case of wine and the USB sticks will last significantly longer. Given USB sticks were voted as the most popular promotional gift in a recent BPMA survey there's also no danger of disappointing the recipient. If you're planning to send out a gift to your customers this Christmas then if you've not already got your gifts on order then you need to get your skates on because time is ticking away. An interesting alternative to the more traditional gifts is the USB memory stick - these can be printed with your logo (including a Christmas theme or message),Cheap Brett Favre Jersey, they can be supplied in an attractive gift box and more importantly they can be pre-loaded with data before they are sent out. The data (files) that can be pre-loaded could include a greeting or Christmas message from you and your colleagues (comprising of an "electronic Christmas card", a short movie,Cheap Touraj Houshmandzadeh Jersey, a recorded message etc.) as well as this you could include information on your products/services. By doing this your Christmas USB sticks become "trojan horse like" - not only do you give your customers a timely gift and "thank you" but you also use the opportunity to remind them of the products and services you sell,Cheap Jason Witten Jersey!

My article "Prospecting Letters Still Open Doors" sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters to gain access to some of their toughest prospects. Congratulations on the opening of your second office. In today's challenging market, it's exciting to see such growth in Denver. Please think of me for any of your computer support needs. I'd be honored to work with a business of your caliber. Congratulations again! These are the top five techniques they shared about using personal letters as a prospecting tool. See which ones you do now and which ones you might want to try to avoid becoming a digital prospecting lemming. 4. Consider sending a fax. In many industries faxes aren't as common as they were 15 years ago. Your fax, handwritten,Cheap Vince Wilfork Jersey, or nicely typed with a signature may stand out simply because people aren't accustomed to receiving one. Hand address the envelope and use a real stamp for postage. You want your letter to stand out as important, with no implication that it's junk mail that should be discarded unopened. Your note needs to stick out when it arrives in the mail room, passes through the assistant, and finally lands on the executive's desk. 3. Use paper and envelopes that emphasize the personal nature of your letter. Write your message on a note card, greeting card, or monarch sized stationary. As long as your handwriting is legible, it feels much more inviting when your prospect opens it than a typed a letter. Draw your prospects in with a personal touch and make them want to speak with you. 2. Integrate your approach. Letters aren't as easy to respond to as an email or voicemail,Randy Moss titans Jersey, so follow up with a phone call and then an email. What I like about this approach is that we know for a fact people respond differently based on their personal preference. Make it as easy as possible for prospects to thank you for that nice letter you wrote and show their appreciation by setting an appointment. Most sellers today prefer to send an email in an attempt to get in the door and secure an appointment. I know because I train thousands of them every year on how to write prospecting emails that'll get a response. While this strategy absolutely works, a personal letter causes you to stand out in a crowd of digital lemmings - especially in an over-competitive,Cheap Derrick Burgess Jersey, reluctant marketplace. In your follow up, mention your note, asking if they received it and reinforcing what you wrote. Don't be shy. Let them know that you're calling to set a time to meet. The rush toward digital prospecting as a singular strategy leaves a gaping hole for you to step through to distinguish yourself. When you reach out with a personal letter, prospects will remember you and take your call. Have several ideas you want to share. Do some research. Watch their social media comments to see what they're focused on or celebrating. Write letters about those. Switch things up. Don't always use the same note card or style paper. Consider sending a postcard with a fun picture on the front. 1. Write a letter you'd like to receive. There's something special about receiving a nice letter. Your goal is to write a compelling one that the executive will remember. Compelling doesn't necessarily mean it's full of issues they may be facing and how you can solve them. It can be a letter of congratulations for an accomplishment you heard about. One seller said he uses a series of faxes just as you might send a series of emails. He noted that in one instance where his letter was stopped by the prospect's assistant,Willie Parker redskins Jersey, the fax made it through. Not only did he get the first appointment, but his creativity ultimately won him a significant sale. Or,Cheap Devin Thomas Jersey, you may share the start of an idea you have about how to help their business soar. (You don't want to share the complete thought. That you'll save for when you meet.) If you wrote a compelling letter, the executive will appreciate it and remember you. Your name will be familiar and he'll take your call. Several sellers mentioned that they've actually had prospects comment when they follow up about how nice it was to receive their note. 5. Don't stop at one. Numerous sellers mentioned that one letter may not be enough. One cold call or email is never enough, so don't expect that one letter will be either. Plan to write several letters. After all, you're prospecting. Congratulations on the success of your practice! I noticed your advertisement in the Thursday's paper and it looks great. I'm sure it'll be wildly successful for you. Your ad caused me to go to your website to learn more,Cheap Doug Williams Jersey, and I had an idea about how you might reach an extended base of potential patients through it. It would be an honor to share it with you.

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Utilizing one or more of these elements will greatly increase your chances of establishing initial credibility and trust. But if you can blend all 3 of these elements together into one short statement, your odds of getting in the door could reach 70%. To answer this question of "Who are you and why should I engage with you?" you should take time to develop a Customer Focused Introduction by using a Compelling Business Reason,Bo Jackson raiders Jersey, or CBR for your prospects to engage with you. The key here is to resist being too specific and to keep in mind that your overall goal is to establish just enough credibility & trust for your prospect to engage with you. At this point you should capitalize on the momentum by asking your prospect a question to get them talking. The experience your prospect is looking for is what you have done in their business or industry to solve issues similar to theirs! You should use what you know about the common business issues your prospect is facing in his or her business or industry. As sales professionals you know it can be difficult "getting in the door" especially with a new prospect. But statistics show if you can gain initial credibility and trust you have a 70% greater chance of making the sale. Your Experience, Your Knowledge,Cheap Tyron Smith Jersey, and Your Associations What you're looking for in a Compelling Business Reason,Cheap Willis McGahee Jersey, or CBR should be something you can say in 7-8 seconds to establish credibility and trust and get your prospect talking about themselves and their business. You need to answer your prospects question "Who are you and why should I engage with you?" After all,Cheap Ndamukong Suh Jersey, just like you,Cheap Antonio Cromartie Jersey, their time is important and they just don't have enough time in the day to engage meaningfully with every vendor that wants to sell them. What your customer is looking for in your Compelling Business Reason,Cheap Broncos Jerseys, or CBR is a reason to engage with you. There are 3 "Compelling Business Reason" Approaches you could use: Good Luck & Good Selling Ask yourself who you know that the customer also knows? You should not rely solely on the connection but instead go the next step and ask your contact what's going well and not so well within the prospects organization.

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I should have cut him off in the first minutes of the call. My parting shot was that he had totally turned me off his publication and I hoped that I should not encounter him or his magazine in the future, I would positively recommend NOT advertising with his publication. I received a phone call the other day from an advertising representative who had got my number via our website. This gentleman was calling to tell me about a fantastic opportunity he had to offer for the special EBACE (European Business Aircraft Convention & Exhibition) edition of his publication. An advertiser had pulled out at the last minute so they had some space they had to fill quickly, and of course the space was at a considerable, never to be repeated, massive discount. As it would be my clients who would make any booking, and of course they are totally unaware of this at this time, I asked what the agency commission rate was. He said 15%. I said "therefore if the clients make a direct booking the price will be 3,420 minus 15%, 2,907, is that correct?" Sensing he had boxed himself into to a corner he immediately responded. "No, with that much discount we would only offer a 10% agency commission". Mmmm! Interesting, I thought agency commissions were fixed on the rate card and a minute it go it was 15%. I came to this conclusion because during the first five minutes of this call I had little chance to get my requests in, he was so busy telling me what an "incredible" opportunity this was. I should also mention that during the call there was a strange clicking noise on the line, almost as if the call was going to break up but then it would come back at full volume. This was not acceptable to him. He asked what the client's phone number was as he had a "duty" to make them aware of this incredible opportunity. He went on to tell me an anecdote about how if there was a jacket on special offer at my local branch of Armani that if I did not know about it I would miss out, therefore it would be churlish of me to not let him speak directly with the clients. I explained that as their "media advisor" I would be advising them not to advertise on this occasion but a meeting at EBACE may just be the start of a beautiful relationship. With hindsight I feel sorry for this guy. I find it hard to believe he will have a long career in advertising sales and I will be amazed if a person with such an aggressive attitude will be made welcome at industry events. The problem is that this is the kind of pitch that gets advertising representatives (and some publications) a bad reputation. It also makes life difficult for the "professionals" out there doing a good job. This attitude of the short term, one time sale is no good for the clients and no good for the publication. Eventually they will run out of advertisers and in a small industry the bad reputation will become known very quickly. Perhaps we can start a campaign, here and now, a Hall of Fame and a Hall of Shame to let our industry know who the bad guys are and who the good guys are. I had a couple of clients visiting EBACE and in my role as media advisor they had given me the task of arranging some meetings with trade and industry publications. I saw this as an opportunity to make another appointment for them and the start of a beautiful new media relationship. My first mistake! I said "hello, can you hear me". No reply. I waited patiently. Again "hello, can you hear me? I can hear you faintly but you don't seem to hear me". No reply. He was in full flow,Cheap Trent Edwards Jersey, still talking non stop! At this point I should have hung up but was curious as to where this was going. After a full five minutes and forty five seconds he eventually stopped, probably wondering why he had not heard a peep from me all this time. I explained that I had not been able to hear what he was saying, BUT before he launched into his spiel again,Cheap Taylor Mays Jersey, I "appreciated his offer but I should not waste anymore of his time." The clients would not be advertising but we could meet at EBACE and continue from there. Having spent the best part of 10 years as a advertising salesperson (and with my calculator poised at the ready) I decided I should have a little fun and see how far I could bargain the price down on this incredible one time offer. My second big mistake,Cheap Lance Briggs Jersey! Determined not to let this opportunity go he asked for the name of the MD of the client. I advised him that it was not my policy to give such information away and there would be no advertising,Cheap Frank Gore Jersey, but (in a Bill Cosby assertive voice) "HOW, ABOUT, A, MEETING at EBACE!!?" Thinking he had reached an agreeable price he decided to go in for the kill and launched into his pitch on why this edition was such an un-missable opportunity. Unfortunately for him it was at this point his telephone connection made a loud click and I was pitched into a surreal world where I could hear him but it was as if he was on speakerphone and talking from the back of the room. It sounded like someone giving a pep talk and pre-op briefing for the Dambusters raid. Then it turned nasty! He said I had an "un-professional attitude" and "did not know my business." That was it,Cheap Darnell Dockett Jersey! I explained, with restrained anger, I had over 12 years experience of advertising sales. I had been polite to him because I empathised with his plight and had tried to move forward with a mutually agreeable solution. He had talked incessantly for 40+ minutes, he was not remotely interested in my objectives, he did not take his cue when he was politely turned down but offered the olive branch of a meeting, for 5+ minutes of the call I could not hear what he was saying and to top it all he had the nerve to say I did not know my business.

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