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

Prospects want to feel that you get them and their problems (emotional and logical), or are at least trying to get them, before they'll agree to give up their time to meet with you. They only give their up time because you offer them: Emotional value: You connect directly with them at the emotional level—typically by relating to painful emotions like stress, worry, insecurity, distrust, anxiety, fear, frustration, or anger and offering them peace of mind, security, options, lower stress, less worry, or hope. Insight (curiosity) value: You offer information that gives them power or leverage over other people. Most prospects worry about maintaining their competitive edge—either as a company or an individual. They're anxious that there may be something in the marketplace that they are not privy to. Unknowns are disconcerting—especially if a competitor has a best practice, information, system, or process that they don't. Tangible (logic) value: Executives and contacts in technical and data-centric roles will value data and case studies. How much, how many, and what results can you deliver, have you delivered, will you deliver—specific to their unique situation?