I am often asked about the best ways to prospect for new clients. I always say the same thing: it’s all about attitude and thinking ahead. But while for some salespeople it may be the most intimidating part of the sales process, it’s also the most rewarding. You’ve got to convince someone you’re bringing value to their business and prove you’re worth their time!
Jeb Blount is a Sales Acceleration Specialist who works as a business consultant and runs four different companies. His book, Fanatical Prospecting, shares his tactics for excelling at the art of prospecting, whether in person, on the phone or through email, social media and texting. Blount states that in order to succeed you’ve got to train yourself like a professional athlete and maintain your focus. When you lose your footing or slow down, someone will inevitably overtake you.
Overall this book prompts you to ask yourself, “How bad do you want to succeed?” When it comes to prospecting, it’s paramount to stay ahead of the game.
Here is a summary from Amazon:
“Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
“The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
“Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
“Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
“This book reveals the secrets, techniques, and tips of top earners. You’ll learn:
- Why the 30-Day Rule is critical for keeping the pipeline full
- Why understanding the Law of Replacement is the key to avoiding sales slumps
- How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
- The 5 C’s of Social Selling and how to use them to get prospects to call you
- How to use the simple 5 Step Telephone Framework to get more appointments fast
- How to double call backs with a powerful voicemail technique
- How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond
- How to get text working for you with the 7 Step Text Message Prospecting Framework
- And there is so much more!
“Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
“In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
“Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller coaster for good!
