And the reason is…

I read articles from sales trainers on a regular basis, and the radio station I work for is a member of the Radio Advertising Bureau which sends a daily email to their subscribers. One element that is a daily sales tip that often applies to anyone who is in a sales profession.

Like this one:

Know why you are calling 
Business coach C.J. Hayden 
Sounds obvious, but we have all been guilty of making a call just because it was on the list, having long since forgotten why we were calling. Or worse, never calling at all because you aren’t sure of your reason.

Make it a habit to keep a note with each person’s contact information about where you left off in your last contact and what is the appropriate next step.

The most productive calls are about something you know or suppose the other person wants from you, rather than something you want from them.