During our call I learned sales is all about asking the right questions and listening very well.  Luckily, I was able to learn some of the "right questions" to ask the client, especially when they are not interested or do not want to talk. This included the "top 5 things" clients say and great responses to what they say. I also learned how to gain emotional toughness and how to have tremendous confidence over the phone.    I discovered that is is okay to "almost be disrespectful" in order to get them to listen and change their lives by making one easy appointment.  Some great responses to the clients that are not interested are the following: "I am so disappointed" (and then dont say anything until after the client speaks).  Another response is "I'm surprised you took the time to fill out all the information but wont take the time to have a 30 min phone call/read a 20 min white paper" (but when you say these responses chuckle/laugh to not make it seem so serious!) One of the most helpful things I learned was on how to sell Mark.  And how to make the clients want to speak to Mark.   I learned that although making phone calls is scary at first, it is something that must be done.  And it is something that will built my discipline and help me develop the best phone skills. But one of the best things I learned (and I hope it does not sound rude) was to try to see the client as an "idiot" because we are calling because we care about them and want them to change their life and they have to be smart and talk to us in order for that to happen.    This helped me boost my confidence because I realized that I am not below them trying to beg them to talk to me.  I am above trying to help/guide them to make their lives better and to make their business grow. Or at least that is how it's helping me to see it (once again I hope it does not sound rude)  I'm looking forward to our next call on Tuesday ! Take care. -Lidia  Click Here for the EVA Lesson