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

Ask for what you want. If you don't ask, you won't get. Decide what you want to ask for before you walk in the door, and be prepared to bridge to something else—like closing the deal—if the opportunity presents itself. Turn around objections. Because you are interrupting, you're going to get RBOs. Develop and prepare turnarounds in advance.