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

Gather information. Engage in a conversation rather than an interrogation. Eighty percent of human communication is visual. IPPs are powerful because unlike most other prospecting channels, you use all of your senses to communicate. You'll be most effective when you relax, are yourself, ask open-ended questions that encourage others to talk, listen, and engage in meaningful conversations.