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

This is why, despite all of the alarm bells going off in your adrenaline-soaked mind, you must shut up and give your prospect room to answer. Here's why: The faster you get to an answer, the faster you'll be able to move on to the next prospecting touch or deal with a no or maybe. It's governed by a simple rule of thirds.