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

Transparency has two benefits. It demonstrates that you are a professional and that you have respect for your prospect's time—save the idle chitchat until you have established a real relationship. By telling them who you are and why you are calling, you reduce their stress because people are more comfortable when they know what to expect.