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

In his book Smart Calling, Art Sobczak calls these assumptions about WIIFMs “Possible Value Propositions.” He suggests that for each class of prospect and decision-maker role, you should take time to define the possible reasons that would create enough WIIFM for them to give up their time to spend it with you.