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

On the phone and in person your words and how you deliver those words must match. Your prospect is subconsciously assessing whether your words, voice tone, and body language are congruent. If they are not, your prospect will not trust you and will put up resistance.