TAKE AWAYS FROM FANATICAL PROSPECTING BY JEB BLOUNT
The four objectives to prospecting.
Set an appointment
Gather information and qualify
Close sale
Build familiarity
You don’t want to waste time with someone that can’t buy. Have an objective for each call, you must know what you want and ask for it GET TO THE POINT.
Prospecting is a contact sport it’s not for fun chit chat.
Set an appointment get a firm time and send a calendrer reminder to put on both of your schedules.
Are you sitting down? Some people just say to call me next week just to get you off the phone.
Many sales people confuse just stop by, call me next week as appointments. To put those people on your calendrer is illusional. Set a specific time and date.
It’s only an appointment when it’s on yours and your prospects schedule.
Stay Genuine!