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

Here is what analysis paralysis sounds like emanating from the mouth of a salesperson: “Well, what if they say no?” “What if they say this or that?” “How will I know if…?” “What should I do if…?” Rather than just dialing the phone, sending the e-mail, or walking in the door and dealing with what comes next, the rep goes on a “what if” binge, often followed by an attempt to get every duck in a perfect row.