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

call is…,” then tell them why you are calling and what you want. Transparency is both respectful and professional. Give them a reason to call you back. Prospects call back when you have something that they want or are curious about. Curiosity is a powerful driver of behavior. When you have knowledge, insight, information, special pricing, new or improved products, a solution to a problem, and so on, you create a motivating force that compels your prospect to call you back. Repeat your name and say your phone number twice. Before you end your message, say your name again slowly and clearly and always, always say your number twice.