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 caps things off with the phrase “your unique challenges.” This makes Lawrence feel important because everyone believes that their situation is unique. Finally, Dave takes away the pressure by implying that the call will be short and lowers risk by saying if it doesn't make sense, “I'm not going to push things.”