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

Get to yes fast. About one-third of the time they're going to say yes just because you asked. Your goal is to get these yesses on the table and avoid talking yourself out of them. This makes you super-efficient. They say yes to your request. You get what you want. Both of you quickly move on to the next thing on your list. Get to no fast. About one-third of the time the prospect will say no and mean no. Sometimes this is a phone hung up on you, a door slammed in your face, or a deleted e-mail. Sometimes it is a string of expletives. Most times it is the prospect giving you a very direct and uncertain no! Although it sucks to hear no, it is also a blessing. It allows you to quickly move on to the next call—again, making you more efficient. Get to maybe fast. About one-third of the time the prospect will hesitate, say maybe, negotiate, or give you a false objection just to get you off of the phone. This is where the rubber meets the road in prospecting—it's where you have a chance to turn a maybe into a yes with effective RBO tunrarounds.