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A few weeks ago, I was coaching a sales team when one of the senior reps asked, “How do I get someone to respond to my calls or emails? I’ve sent my prospect information, but now I can’t get in touch with him.” The short answer is you don’t.

You can’t force someone to reply to an email or return a call. But if you arrange things properly, you’ll never have to call or email to say “I’m just following up.” The key is to establish a day and time for a subsequent conversation before you send your prospect information.

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