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

When they tell you no, they expect a fight. The secret to turning around your prospect's RBO is delivering a statement or question that disrupts this expectation, “takes away” the fight, and pulls the prospect toward you.