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

Concentrate Your Power What makes prospecting blocks so productive is the concentration of all of your power on a single focus. Of course this flies right in the face of a culture that has elevated the multitasker to mythical status. Perhaps you're the kind of person who believes you can multitask. You can field text messages from your mom, scan your Facebook feed, take calls from existing customers, answer e-mails, and dig through your CRM to research each prospect, all while you are making prospecting calls. You pride yourself on being a multitasker and even brag about your ability to do so many things at the same time. Here's the truth: You suck at it! Basic neuroscience refutes the delusional human belief that we are good at multitasking. Our brains don't actually multitask. Instead, when we are working on more than one thing at a time, our brain cycles back and forth between those things. It does this so fast that we have the illusion of multitasking. Which is why we suck at it. Your brain was not made to multitask. Sure, it was designed to operate in complex environments and process multiple streams of data at once. You can cook dinner and watch TV at the same time, drive and talk. But your brain was not made to talk, walk, rub your belly, and chew gum. You simply cannot do multiple tasks all at one time and do them well. When you have too many things going on at once (especially complex tasks), your brain begins to bog down and you start slowing down. It is no diffe...