And enthusiasm are even more important when engaging the prospect on the phone, what does this statement mean?

This statement means that when speaking to a prospect on the phone, it is crucial to convey enthusiasm and energy in order to keep the conversation engaging and to make a positive impression. Enthusiasm can help to build rapport with the prospect and keep them interested in what you have to say. It can also convey confidence and passion for the product or service you are offering, which can help to persuade the prospect to take action.

When engaging a prospect on the phone, enthusiasm and confidence are crucial for capturing their attention and building a connection. These qualities convey a positive and engaging demeanor, making the prospect more receptive to the conversation.

Enthusiasm demonstrates a genuine interest in the prospect and their needs, creating a rapport that encourages open communication. It helps establish a personal connection and builds trust.

Confidence, on the other hand, instills a sense of credibility and knowledge in the prospect. A confident salesperson is more persuasive, as they are perceived as being knowledgeable and capable of addressing the prospect's concerns.

Together, enthusiasm and confidence create a compelling combination that makes the prospect more likely to engage with the salesperson, listen to the presentation, and consider the proposed solution.