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 why so many salespeople hate prospecting. They cannot control the situation and therefore feel vulnerable and uncomfortable. The feeling of rejection happens the moment you get a reflex response, brush-off, or objection (RBO).