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

The single biggest mistake salespeople make on prospecting calls is they keep talking instead of giving their prospect the opportunity to respond to their request. This increases resistance, creates objections, and gives your prospect an easy way out.