Last year I started a book club with my team where we all read and/or listen to an educational program and get together on Friday morning to discuss and look for practical applications of the ideas. One of our first books was Fanatical Prospecting by Jeb Blount and it’s still top of mind a year later for underscoring one very critical point: if you want to be successful in sales, you MUST prospect.
I find a lot of salespeople (and members) obsess over the “no” and “not interested” responses they get when following up on marketing campaigns.
What should I say? What do I do? What am I doing wrong?
They allow the criticism to shut them down, reducing them to a timid, frightened, quivering pulp, thereby making them even more ineffective on the phone due to the stench of uncertainty and fear rolling off them.
When I question them about their numbers (how many did they call, how many did they actually reach and what percentage gave them the one-finger salute, telling them to bug off), they GUESS. Read full article and comment →