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)

by Jeb Blount

This is where your research pays off. When you know a specific issue that your prospect is facing in their business, you should bridge directly to that issue and how you might be able to solve it. When you are unsure of a specific issue, bridge to issues that are common to your prospect's role, situation, or industry.