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

The most effective way to craft the right message is to simply stand in your prospect's shoes. Look at things through their eyes and use your God-given empathy to sense their emotions and to consider what might be important to them. Consider how you might feel in their situation. Start by answering these questions from your prospect's perspective: What would cause you stress? When do you feel stress? What makes you worry? When do you worry? Why do you worry? What creates anxiety? When do you feel anxiety? How do you feel when you run out of time for important things? How do you feel when you don't have enough money to accomplish your goals? When does this happen? How do you feel when you don't have enough resources to accomplish your goals? When does this happen? How do you feel when you don't have the knowledge to accomplish your goals? When does this happen? How do you feel when you fail to accomplish your goals? When do you get overwhelmed, and how does it feel? What impacts your peace of mind or sense of security? How would it feel to have limited options? What is causing you to feel frustrated or stuck? What makes you mad? What causes you to feel distrust? What causes you fear? What causes you anguish? How do you feel when ______ happens? What might you want to know? What unknown would make you worry? What information would you fear getting into your competitor's hands? What might a competitor be doing that would make you want to do it, too? What information would you...