Take aways from FANATICAL PROSPECTING By Jeb Blount

Highlights from the book:

Keep building your pipeline.

Don’t just keep calling the same old leads because you think there is something there and you avoid cold calling keep getting new leads.

Three laws of keeping your pipeline full

1. Law of need: When the pipeline is empty, we get needy, and nobody likes needy people. Desperation magnifies failure when you're desperate, you no longer focus on what it takes to succeed, instead you focus on what will happen to you if you don't get what you need.

People repel salespeople that are needy and weak. Instead, they gravitate towards salespeople that are strong and exude competence. When you're desperate you are not confident in making mistakes that reconfirms, you're not any good.

2. 30 days rule:  Slumps can mess with your confidence and to make it worse you call the same leads over and over. When we think we have a closing problem it could just be a prospecting problem. Calling the same prospects over and over because our pipeline is empty makes us come across needy. Calling the same leads over and over saying this is prospecting is digging a bigger hole because not you're not filling the pipeline. It's hard to pick up the phone when you think you can't sell, and you feel like a loser.

The 30 days rule states the calls you make these 30 days will pay off in the next 90 days.

3. The law of replacement:  You must keep filling your pipeline with new prospects the anatomy of a slump 99% of sales slumps can be linked to the lack of prospecting at some time you ignore the 30 days rule and stop prospecting and because you stop prospecting you forget the law of replacement and your pipeline stalls. You're no longer closing deals and your confidence is shot. Feeling like a loser kills your energy which in return makes you not want to make calls. When we get desperate, we turn to social media, sports pages, anything that is familiar and brings comfort.

STAY GENUINE!