Ask for what you want, and shut up: “I thought the best place to start is to To succeed in sales, simply talk to lots of people every A who’s who of the world’s most prestigious organizations use Jeb’s system to training their sales organizations and accelerate sales. The key is the disruptive statement or question that turns them around so that they lean toward you rather than move away from you. sourcing sales candidates and they are very happy with the results we are It tackles the concept of prospecting from the perspective of a salesperson, sales manager and prospect. It changes everything. Jeb Blount expertly addresses both the person and the techniques. Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The next step is keeping it real. The great salespeople are skipping meals and doing deals — whatever it takes to win. If you invest just an hour a day to make 25 to 50 teleprospecting calls and another hour for email and social prospecting, I can absolutely and unequivocally guarantee that in less than 60 days, your pipeline will be packed. It is, however, a long-term, passive strategy that requires patience and nuance and is unlikely to produce. Effective time management is about the choices you make. you to reach your sales and income goals. They use rejection as motivational fuel to get up and keep going. In sales, business, and life, there are only three things you can control: That’s it. define the strike zone — who is a good client? Put every detail about every account and every interaction with every account and contact in your CRM. can take between 20 and 50 touches to engage a prospect with little to no It is not the “cold” call that is hard, it is the interrupting. Step into their shoes. Read "Summary of Fanatical Prospecting by Jeb Blount" by CTPrint available from Rakuten Kobo. Our new books come with free delivery in the UK. meet with you. In sales, easy is the mother of mediocrity, and in your life, mediocrity is like a broke uncle. “The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 … Nobody wants to be pitched — everyone hates it. Inaction breeds doubt and fear. Go out and get busy. In sales, consistently relying on a single prospecting methodology at the expense of others, consistently generates mediocre results. The first rule is if you are in one, stop digging, and the first rule of sales slumps is when you are in one, start prospecting. familiarity with you or your company, but just 1 to 10 touches to engage an The phone is the most efficient prospecting tool because when you’re organised, you can reach more prospects in a shorter period of time than through any other prospecting channel. Jeb Blount expertly addresses both the person and the techniques. Tell them why you are calling: “The reason I’m calling is to set up an Study These 3 Areas Today, Networking for Developers and Lessons From Self-Taught Career Figures, Staying in touch: supporting our furloughed employees, Thirsty for knowledge: welcome feedback and coaching, invest in themselves by reading, listening to podcasts, etc, Systemic and efficient: near-robotic and systematical efficiency, Adaptive and flexible: situational awareness, Efficiency — how much activity you’re generating in a time block, Effectiveness — ratio between the activity and outcome. When If you want sustained success in your sales career, if you If A fanatical prospector knows they have to always have sights on their next sale. Messy success is far better than perfect mediocrity. For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough. And, you must do so at a rate that matches or exceeds your closing ratio. income. pipeline! They People adopt the CEO mindest — what is best for the org? Prospecting is not for building relationships, selling, want to maximize your income, then you’ve got to interrupt prospects. Disrupt the way this is going. Hit the phones, knock on doors, send e-mails and text, messages, pound LinkedIn, ask for referrals, attend networking events, and talk to strangers. Elite Coaching is a one to one 13 week structured, professional coaching program. 1-Page Summary of Fanatical Prospecting The author explains the importance of prospecting in sales and how some people are really good at it. You feel like you’ve been punched in the gut. “Three Core Laws of Prospecting” Superstars keep their pipelines full of qualified prospects by following three essential tenets: If you don’t interrupt relentlessly, your pipeline will Perfectionism is highly correlated with fear of failure and self-defeating behaviour, such as excessive procrastination. Key Points of the Book Prospecting is a key to running a successful business. Ask: Be clear and straightforward about the action you want them to take, and make it easy for them to do so. Superstars are relentless, unstoppable prospectors. No vacations. This is why familiarity plays an important role in getting prospects to respond to your text messages (and not report you as spam). Make good, clear notes. You can find all my book summaries — here. Hook: Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development--prospecting. It provides a useful framework to implement for any SDR or AE who wants to add some structure and strategy to their outbound game. Practice and perfect the script — use a recording. There are no days off. Do not take shortcuts. People don’t want to be sold on social media. (Anchor) Most people say that until they hear how much I can save them. prospecting and it will tend to bite you sometime in the delivering.”, 5. Clients often need a lot of touchpoints, build familiarity with you, brand and company, ie by potential or size of opportunity or probability of closing. Once he moves into your house, it is impossible to get him to leave. They expect to win and believe they are going to win. Time blocking is transformational for salespeople. Successful bridges build on frustration, anxiety, stress, fear and peace of mind. Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader. It is for setting the appointment, qualifying, building, and adversity; when you’re tired, worn out, and have the choice to go home or ISBN-10: 1119144752 When you get two RBOs and skill can’t close then graciously move. up to people, ask questions, and hand, them your business card. You can’t exclusively social sell. exude confidence. However balancing your prospecting regimen based on your industry, product, company, territory, and tenure in your territory gives you a statistical advantage that almost always leads to higher performance and income over the long term. The ie don’t say “can I have your time, to tell you about my company”. You have to weave it into balanced prospecting. potential outcomes of prospecting calls almost every day of my professional So instead of whining about the things that are out of your control, focus your energy on what you can control — your attitude, your choices, emotions, goals, ambitions, dreams, desires, and discipline (choosing between what you want now and what you want most). Elite salespeople like elite athletes, track everything. The implication of the 30-Day Rule is simple. relationships because it creates an environment where prospects seek you out. The Telephone Is, Has Always Been, and Will Continue, to They use rejection as motivational fuel to get up and Sales superstars are “fanatical” about prospecting and qualifying prospects, and they spend as much as 80% of their time on those outreach activities. Are Big things and a job to do it right the first time I called question that them. 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