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

Hook: Get their attention with a compelling subject line and opening sentence/statement. Relate: Demonstrate that you get them and their problem. Show empathy and authenticity. Bridge: Connect the dots between their problem and how you can help them. Explain the WIIFM. Ask: Be clear and straightforward about the action you want them to take, and make it easy for them to do so.