Shipping Note: This item usually arrives at your doorstep in 10-15 days
Author: Jeb Blount
ISBN/UPC (if available): 9788126560059
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 buisiness development—prospecting.
The brutal fact is 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. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
With Fanatical Prospecting as a guide, salespeople can ditch all the failed strategies and trendy, ineffective approaches, that leave them frustrated and getting nowhere, and learn a sure-fire method for increasing sales. 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.
• The 30-Day Rule
• The Law of Replacement
• The Law of Familiarity
• 5 Cs of Social Selling
• 5 Step Telephone Framework
• 3 Keys to Turning Around Objections
• 3 Rules of E-Mail Prospecting
• 7 Keys to Text Message Prospecting
• The 3 Ps Holding You Back
• And so much more
Jeb Blount reveals the real secret to gaining more appointments and even how to get prospects to call you with social prospecting. His simple 5-Step
Telephone Prospecting Framework gives you the power to cut right through resistance and objections. Learn how to double your call backs with a simple but powerful voice mail technique and develop the confidence to quickly bypass objections, brush-offs, and reflexive responses by employing an effective 3-step turn-around technique. Fanatical Prospecting also includes winning techniques for creating persuasive, compelling e-mails and text messages that turn prospects into customers.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high-quality opportunities and become a Superstar with a super income to match.
"In Fanatical Prospecting, you'll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb's honest, real-world approach is a refreshing and much needed wake-up call for today's salespeople and sales leaders."
== Jill Konrath, bestselling author of Agile Selling, Selling to Big Companies, and SNAP Selling
"Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance. Fanatical Prospecting is a masterpiece."
== Anthony lannarino, author of 17 Elements and "The Sales Blog"
"Jeb Blount turns the most despised activity in sales—prospecting—upside down. He nails it with his insights, humor, and expertise, making this a book every salesperson, entrepreneur, and executive must-read. Get ready to come away with more strategies and ideas than you've ever found in one place."
== Mark Hunter, "The Sales Hunter," author of High-Profit Selling.' Win the Sale Without Compromising on Price
"The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now."
== Don Mikes, Senior Vice President, Penske
"I have read literally hundreds of sales books and Fanatical Prospecting is among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you."
== John Spence, author of Awesomely Simple and one of Trust Across America's Top 100 Thought Leaders
"Prospecting is the core, the foundation, the heart of every successful sales effort. In Fanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade provides answers for every aspect of successful prospecting. Blount explains core principles of prospecting in a storytelling style that begs you to write in the margins and put your own action plan into place."
== Miles Austin, FillTheFunnel.com
Foreword Mike Weinberg
Special Note Free Prospecting Resources
Chapter 1 The Case for Prospecting
Chapter 2 Seven Mindsets of Fanatical Prospectors
Chapter 3 To Cold Call or Not to Cold Call?
Chapter 4 Adopt a Balanced Prospecting Methodology
Chapter 5 The More You Prospect, the Luckier You Get
Chapter 6 Know Your Numbers: Managing Your Ratios
Chapter 7 The Three Ps That Are Holding You Back
Chapter 8 Time: The Great Equalizer of Sales
Chapter 9 The Four Objectives of Prospecting
Chapter 10 Leveraging the Prospecting Pyramid
Chapter 11 Own Your Database: Why the CRM Is Your Most Important Sales Tool
Chapter 12 The Law of Familiarity
Chapter 13 Social Selling
Chapter 14 Message Matters
Chapter 15 Telephone Prospecting Excellence
Chapter 16 Turning Around RBOs: Reflex Responses, Brush-Offs and Objections
Chapter 17 The Secret Lives of Gatekeepers
Chapter 18 In-Person Prospecting
Chapter 19 E-Mail Prospecting
Chapter 20 Text Messaging
Chapter 21 Developing Mental Toughness
Chapter 22 Eleven Words That Changed My Life
Chapter 23 The Only Question That Really Matters
About the Author