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

truly effective salespeople understand that it is all about asking the prospect the right questions and demonstrating that you can help them solve a particular problem or issue. That means you need to direct all of your attention on their situation and resist the opportunity to talk about your company or your offering.”