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

Here is the brutal truth: There is only one technique that really works for getting what you want on a prospecting touch. Ask. That's it. Just ask. Ask for the appointment, ask for information, ask for the decision maker, ask for the next step, ask for the sale. Ask for what you want. Ask. The fact is, if you are having a hard time getting appointments, getting to decision makers, getting information, or closing the deal, 9 out of 10 times it is because you are not asking. Why? Because 9 out of 10 times you are afraid to hear “no.”