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

If you are selling a transactional, low-risk, low-cost product and you are in outside sales and prospecting via any channel other than in person (phone, e-mail, text, social), your primary objective will be to set an appointment and secondarily to gather information. If you are prospecting in person (“knocking” on the prospect's door), your primary objective will be to close the deal.