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

The most important step is asking for what you want. If you are qualifying, ask for the information you need to determine your next step. If you want an appointment, ask for a day and time. If you want to engage in a sales conversation, ask an open-ended question that gets them talking.