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

Prospects are going to agree to give up their valuable time for their reasons, not yours. The lower the risk to them for giving up their time, the more likely they'll be willing to give it up.