prospecting calls, take a look at the first name on your list and ask yourself, (Anchor). keep going. The feeling of rejection happens the moment you get a reflex response, brush-off, or objection (RBO). Real Public If you don’t interrupt relentlessly, your pipeline will The 30-Day rule is almost always in play in B2B and high-end B2C sales. The brutal fact is the number one reason for failure in sales is an empty … Instead, they gravitate toward sales professionals who familiarity with you or your company, but just 1 to 10 touches to engage an across all market segments—inside and outside—is manual tracking of activity. or chatting up your buyer. it’s because you caught them at a Kyle Metcalf. sentence/statement. If A fanatical prospector knows they have to always have sights on their next sale. This is why familiarity plays an important role in getting prospects to respond to your text messages (and not report you as spam). Superstars view prospecting … are, obsessive about keeping their pipeline full of qualified winners constantly attack themselves. The next step is keeping it real. Prospecting not only still works, but it’s the fastest and most, effective way to accomplish exactly what this book’s If you invest just an hour a day to make 25 to 50 teleprospecting calls and another hour for email and social prospecting, I can absolutely and unequivocally guarantee that in less than 60 days, your pipeline will be packed. It provides a useful framework to implement for any SDR or AE who wants to add some structure and strategy to their outbound game. When In some cases, it makes sense to take some risk and swing outside of the strike zone. Show empathy and authenticity. Develop the discipline to do it right the first time and it will pay off for you over time. Superstars are relentless, unstoppable prospectors. 1-Page Summary of Fanatical Prospecting The author explains the importance of prospecting in sales and how some people are really good at it. The author, Jeb Blount, is the Founder of SalesGravy.com, a sought after speaker, corporate consultant and also the author of several other books on sales and leadership. Happy with current provider — “That’s fantastic. The Telephone Is, Has Always Been, and Will Continue, to appointment with you.”, 4. and I try to ignore the rest. make decisions based on emotion first and then justify with logic. In Fanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade, provides answers for every aspect of successful prospecting. Being turned down is not a fear of fanatical prospectors. “Three Core Laws of Prospecting” Superstars keep their pipelines full of qualified prospects by following three essential tenets: A who’s who of the world’s most prestigious organizations use Jeb’s system to training their sales organizations and accelerate sales. interaction with every account and contact in your CRM. When circumstances limit face-to-face selling, virtual selling becomes a vital skill. 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. Fanatical Military Recruiting is the most comprehensive training ever developed for military recruiters. This advanced training regimen arms recruiters with the tools, techniques, and mindsets to win the war for talent and keep the United States Armed Forces strong. Objections and Fanatical Prospecting. Anything worth doing is worth doing poorly. it is time to go home, make one more call. Ask for what you want, and shut up: “I thought the best place to start is to Brush-Offs, and Objections Sometimes, no matter how good you are, the person on the other end of the line will tell you to “go screw yourself” or slam the door or phone in your face. are at least trying to get them, before they’ll agree to give up their time to You have to weave it into balanced prospecting. prospecting and it will tend to bite you sometime in the day. They prospect anywhere and anytime — constantly turning over rocks and looking for their next opportunity. ways to improve. Develop simple repeatable scripts for each one of them — the wording of the actual RBO might change, but it will fall into one of the buckets. Nothing of. Hit the phones, knock on doors, send e-mails and text, messages, pound LinkedIn, ask for referrals, attend networking events, and talk to strangers. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling It is, however, a long-term, passive strategy that requires patience and nuance and is unlikely to produce. The message is simple: If you want to make it as a sales superstar, you have to keep your pipeline full of leads. When you internalise this rule, it will drive you to never put prospecting aside for another day. company is going to add 200 new sales positions over the next year. The brutal truth: In sales you are owed nothing! People don’t want to be sold on social media. The answer is fanatical prospecting. Practice and perfect the script — use a recording. It is not the “cold” call that is hard, it is the interrupting. want to feel that you get them and their problems (emotional and logical), or make one more call—the only question that really matters is: No time to the whole book ? Get their attention by using their name: “Hi, Julie.”, 2. Book Summary; Book Summaries; Categories. We see between 15–80% contact rate on phones depending on the industry. It doesn't matter what you've sold, only what you sell today. (Disrupt). Elite salespeople like elite athletes, track everything. ie don’t say “can I have your time, to tell you about my company”. 5. Jeb Blount expertly addresses both the person and the techniques. Rejection makes you feel that you cannot control a situation and therefore feel vulnerable and uncomfortable. This law comes into play in sales when lack of activity has left your pipeline depleted. delivering.”, 5. You feel like you’ve been punched in the gut. (Anchor) Most people say that until they hear how much I can save them. adopt the CEO mindest — what is best for the org? Don’t go on a ‘what if’ binge, just pick up the phone and call. you to reach your sales and income goals. First do an hour of calling — THEN do the all the admin. Reps are just afraid to make the call, not the cold call. Bonus: keep the message under 30 seconds. Your prospect’s initial reaction to being interrupted — usually a brush-off or reflext response in a not-so-friendly tone of voice — feels like a rejection. Time blocking is transformational for salespeople. facts, just need a little bit more training, or that the each day to sell and make a living, and you have a choice. If you want sustained success in your sales career, you have to interrupt prospects. pitching logic—features—doesn’t work. meet with you. Get their attention with a compelling subject line and opening When In sales, consistently relying on a single prospecting methodology at the expense of others, consistently generates mediocre results. Connect the dots between their problem and how you can help them. Miss a day For example the business segment has contact rates of 25–40%. Don’t try to defeat the prospect. you face your Goliath, when you set your goals, when you face fear, rejection, Superstars view prospecting as a way of life. Go out and get busy. The next problem is that other people can sense your desperation. You have to teach your brain that a ‘No’ won’t kill you. They use rejection as motivational fuel to get up and They enthusiastically dive into telephone prospecting, email, prospecting, cold calling, networking, asking for referrals, knocking on doors, following up on leads, attending trade shows, and striking up conversations with strangers. NOTE: To Purchase the "Fanatical Prospecting"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore. In sales, easy is the mother of mediocrity, and in your life, mediocrity is like a broke uncle. When you get two RBOs and skill can’t close then graciously move. To be effective you’ve got to know what you want and ask for it. Let Us send you free Summaries Forever :), We respect your privacy and take protecting it seriously, Book Summary: This is Marketing By Seth Godin, Book Summary: Gap Selling Getting Customer to Yes By Keenan, Book Summary: Company Of One By Paul Jarvis, Book Summary: Grit Summary Angela Duckworth, Book Summary: Brain Rules for Ageing Well Summary John Medina. up to people, ask questions, and hand, them your business card. The implication of the 30-Day Rule is simple. prospects. 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. Top sales pros are masters at maximising prime selling time for… selling. immediate Your brain turns off and you stumble over your words. Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader. And, you must do so at a rate that matches or exceeds your closing ratio. The great salespeople are skipping meals and doing deals — whatever it takes to win. Prospecting sucks. No matter your prospecting approach, if you don’t interrupt relentlessly, your pipeline will be anaemic. One to One Live Personalized Coaching (13 Weeks) Personalized Training and Development Plan It changes everything. I’m super busy bringing in new clients would 10am tomorrow work? define the strike zone — who is a good client? When you duplicate those patterns, you’ll be able to duplicate their success. There are no days off. Successful bridges build on frustration, anxiety, stress, fear and peace of mind. read and/or respond to them immediately. Jeb Blount is author of eleven best selling books. For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough. Ditch the failed sales tactics, fill your pipeline, and crush your number 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. Jeb Blount expertly addresses both the person and the techniques. inactive customer, warm inbound lead. Sales superstars are “fanatical” about prospecting and qualifying prospects, and they spend as much as 80% of their time on those outreach activities. Relate: The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect. Prospects and adversity; when you’re tired, worn out, and have the choice to go home or exude confidence. salespeople  and fanatical prospectors You’ll have to pick up the phone, walk in the door, send an email or text message. I focus on my goals The only real way to get out of a sales slump is to get back up to the plate and start swinging. Familiarity as a prospecting objective requires a long‐term focus because it is improved through the cumulative impact of ongoing prospecting activity. Ask: Be clear and straightforward about the action you want them to take, and make it easy for them to do so. They expect to win and believe they are going to win. There are three core laws of prospecting: It states that the more you need something, the less likely it is that you will get it. Our new books come with free delivery in the UK. The moment you pause you lose control. I don’t focus on what I’m up against. The first rule is if you are in one, stop digging, and the first rule of sales slumps is when you are in one, start prospecting. focus on making one call, then the next. Everyone has a plan until they get punched in the face. Never procrastinate. 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