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Tonality and personality are what earn you the right to even get to the pitch. In cold calling, most reps try to “sound professional” and end up sounding scripted. The prospect decides in seconds if you feel like a real person or another sales call. If your tone is calm and your personality feels human, they stay on the line. Then your sales process can actually work - build rapport, ask better questions, qualify intent, and handle objections without tension. Scripts matter, but tonality is what
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