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

Dave disrupts expectations. He tells Lawrence up front that he might not be a good fit for his bank. That is exactly the opposite of what Lawrence would expect of a salesperson. Unlike pitching that pushes prospects away, disrupting expectations pulls prospects towards you.