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

Before every IPP call, make the conscious decision to focus your attention on your prospect. Tell yourself to listen instead of pitch. Make a commitment to slow down and ask questions, really listen to the answers, and ask relevant follow-up questions.