Precisely! Rather than sell a lot my nr 1 priority was to have enjoyable conversations. nr 2 is to explain the company.

I aced it but at the time it didn't seem like elite sales, not to anyone, not even to me. I just felt this is how it should be done.

Then I ran into a manager 3 years after I quit. He said, I don't know how you've done it but we still get clients from your work, a lot of them.

Apparently, when people [actually] need something they look at some business directory. If they then see a name they know and remember having an enjoyable conversation where they've learned all the ins and outs from someone who didn't even try to sell them anything... who do you think they are going to call?

I was able to do thousands of calls per day because I wasn't trying to force anything and the process was enjoyable.

If there is one trick to share here: Make people talk, listen to them, pay close attention to the speed at which they talk and the duration of their pauses then gradually try to match it. If someone is super energetic and talks really fast I unload the material on them slightly faster, make a joke and thank them for their time. If they talk slow feed them one sentence at a time and have them confirm they got it.

I'm pretty sure people were quite confused by my not trying to sell them anything. this is what we do, this is what we offer, thanks for listening, enjoy your day I already know they aren't buying. I could definitely add a 3 minute grind to the end but why? Waste energy annoying people? Better get to the next customer.