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

When they say they're happy, instead of arguing that you can make them happier if they just give you a chance, say, “Awesome. If you're happy, you shouldn't even think about changing!” This is completely unexpected. When they say they're busy, instead of arguing them into how you will only take a little bit of their time, say, “I figured you would be.” Agreeing with them disrupts their thought pattern. When they say, “Just send me some information,” say, “Tell me specifically what you are looking for.” This calls their bluff and forces engagement. When they say, “I'm not interested,” say, “That makes sense. Most people aren't.” Their brain isn't ready for you to agree with them. It