Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
Jeb Blountamazon.com
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
The next problem with desperate need is that other people can sense your desperation. Through your actions, tone of voice, words, and body language, you send the message that you are desperate and weak. Prospects and customers naturally repel salespeople who are needy, desperate, and pathetic. Instead, they gravitate toward sales professionals who
... See moreJeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
The lesson the Law of Replacement teaches is that you must constantly be pushing new opportunities into your pipeline so that you're replacing the opportunities that will naturally fall out. And, you must do so at a rate that matches or exceeds your closing ratio. This is where a fanatical prospecting mindset really begins to pay off.
Jeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
Superstars are relentless, unstoppable prospectors. They are obsessive about keeping their pipeline full of qualified prospects. They prospect anywhere and anytime—constantly turning over rocks looking for their next opportunity. They prospect day and night—unstoppable and always on. Fanatical!
Jeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
She is consistently replacing the prospects that fall out of her pipeline and as a result, her sales have been regular, predictable, and on target. She knows exactly what she will close tomorrow, next week, and next month
Jeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
desperation taps into the downside of the Law of Attraction, which states that what you focus your thoughts on, you are most likely to get. When you are desperate, you no longer focus your thoughts on what is required for success. Instead, you focus on what will happen to you if you don't get what you need, thereby attracting failure.
Jeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. —Dale Carnegie
Jeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
Optimistic and enthusiastic: Fanatical prospectors have a winning, optimistic mindset.
Jeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
If you work for a small company or a start-up, you'll need to balance your prospecting to both build your database with long-term opportunities and fill the pipe with deals you can close now.
Jeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
For example, in some industries or with certain products or services, if you spend the majority of your time cold calling rather than professional networking, you will fail. In others, if you don't prospect in person, you will die a quick and painful death. In some verticals, referrals are everything, and in others, trade shows deliver the highest-
... See moreJeb Blount • Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
Finally, when you are desperate, you become emotional and act illogically, which causes you to make poor decisions. These poor decisions exacerbate an already bad situation, leaving you stressed, miserable, and digging a deeper hole.