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

1. Prospect: “Look, Jeb, I'm busy.” “Nancy, that's exactly why I called.” (Anchor: This is a simple statement that gives my logical brain just a moment to take control of my emotional brain. By agreeing with her, I immediately disrupt her expectation that I will try to talk her out of being busy.) “I figured you would be, so I want to find a time that is more convenient for you.” (Disrupt: It also acknowledges that she is busy right now and disrupts that pattern by asking her to think about a more convenient time.) “How about we get together next Wednesday at 3:00 PM instead?” (Ask: This makes an assumptive, direct, and specific request.)