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In the long run, this approach can be far more beneficial than the pushier
‘foot in the door’ technique. By caring about prospects, working to meet the
needs of a decision maker and listening to objections, queries and
questions, the appointment setter can begin to build a trusting building
relationship. These types of relationships often last longer than those
built on ‘foot in the door’ sales calls. This means that over time the
prospect may become a more lucrative lifetime customer.

Using a caring personality in sales calls is often more beneficial to the
telemarketers as well. Rather than forcing them to sell, sell, sell, it
allows them the time and space to properly connect with the prospect and to adjust their sales approach.