Fanatical Prospecting E-Book

Jeb Blount

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 410

Veröffentlichungsjahr: 2015

Beschreibung

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold 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. 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. 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. This book reveals the secrets, techniques, and tips of top earners. You'll learn: * Why the 30-Day Rule is critical for keeping the pipeline full * Why understanding the Law of Replacement is the key to avoiding sales slumps * How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection * The 5 C's of Social Selling and how to use them to get prospects to call you * How to use the simple 5 Step Telephone Framework to get more appointments fast * How to double call backs with a powerful voice mail technique * How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond * How to get text working for you with the 7 Step Text Message Prospecting Framework * And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. 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. You'll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Leseprobe

CONTENTS

Cover

Praise for Fanatical Prospecting

Title Page

Copyright

Dedication

Foreword

Special Note: Free Prospecting Resources

Chapter 1: The Case for Prospecting

The Real Secret to Sustained Sales Success

In Search of the Easy Button

Stop Wishing That Things Were Easier and Start Working to Become Better

Chapter 2: Seven Mindsets of Fanatical Prospectors

Success Leaves Clues

Chapter 3: To Cold Call or Not to Cold Call?

The Fine Art of Interrupting

Stop Seeking the Easy Way Out and Start Interrupting and Engaging

Just Afraid to Make the Call—Not Cold Call

Chapter 4: Adopt a Balanced Prospecting Methodology

The Fallacy of Putting All Your Eggs in One Basket

Avoid the Lunacy of One Size Fits All

Chapter 5: The More You Prospect, the Luckier You Get

The Universal Law of Need

The 30-Day Rule

The Law of Replacement

The Anatomy of a Sales Slump

The First Rule of Sales Slumps

Chapter 6: Know Your Numbers: Managing Your Ratios

Elite Athletes Know Their Numbers

You Cannot Be Delusional and Successful at the Same Time

Chapter 7: The Three Ps That Are Holding You Back

Procrastination

Perfectionism

Paralysis from Analysis

Disrupting the 3Ps

Chapter 8: Time: The Great Equalizer of Sales

24

Adopt a CEO Mindset

Protect the Golden Hours

The Fine Art of Delegation

Blocking Your Time Will Transform Your Career

Horstman's Corollary

Stick to Your Guns

Concentrate Your Power

Beware of the Ding

What Lurks in Your Inbox Can and Will Derail Your Sales Day

Leverage the Platinum Hours

Measure Your Worth

Chapter 9: The Four Objectives of Prospecting

Prospecting Is a Contact Sport

Set an Appointment

Gather Information and Qualify

Define the Strike Zone

Close the Sale

Build Familiarity

Chapter 10: Leveraging the Prospecting Pyramid

Walk Like an Egyptian: Managing the Prospecting Pyramid

Powerful Lists Get Powerful Results

Chapter 11: Own Your Database: Why the CRM Is Your Most Important Sales Tool

Own It Like a CEO

A Trash Can or a Gold Mine

Chapter 12: The Law of Familiarity

Prospecting Lubrication

The Five Levers of Familiarity

Chapter 13: Social Selling

Social Selling Is Not a Panacea

The Social Selling Challenge

Social Selling Is Not Selling

Choosing the Right Social Channels

Five Objectives of Social Prospecting

Personal Branding

Building Familiarity

Inbound Prospecting Through Insight and Education

Leveraging Insight and Education to Power Up Strategic Prospecting

Trigger-Event and Buying-Cycle Awareness

Research and Information Gathering

Outbound Prospecting

The Five Cs of Social Selling

Social Media Prospecting Tools

Social Prospecting + Outbound Prospecting = A Powerful Combination

Chapter 14: Message Matters

What You Say and How You Say It

Enthusiasm and Confidence

What You Say

WIIFM—The Power of Because

Bridging to the Because

The Secret to Crafting Powerful Bridges

Ask For What You Want

Assume You'll Get What You Want

Shut Up

Chapter 15: Telephone Prospecting Excellence

Nobody Answers a Phone That Doesn't Ring

The Telephone Is, Has Always Been, and Will Continue to Be the Most Powerful Sales Prospecting Tool

Nobody Likes It; Get Over It

Most Salespeople Have Never Been Taught How to Use the Phone

The Ultimate Key to Success Is the Scheduled Phone Block

The Five-Step Simple Telephone Prospecting Framework

Leaving Effective Voice Mail Messages That Get Returned

Five-Step Voice Mail Framework to Double Callbacks

Timing Teleprospecting Calls Is a Losing Strategy

Just Eat the Frog

Chapter 16: Turning Around RBOs: Reflex Responses, Brush-Offs, and Objections

Rejection Won't Roll Off Your Back

Reflex Responses, Brush-Offs, and Objections, Oh My!

Planning for the RBO

The Turnaround Framework

Putting It All Together

When the Horse Is Dead, Dismount

Chapter 17: The Secret Lives of Gatekeepers

Seven Keys for Dealing with Gatekeepers

The Calling-Other-Extensions Hack

The Salespeople-Help-Salespeople Hack

The Go-Around-Back Hack

Chapter 18: In-Person Prospecting

Limited Application of the In-Person Prospecting Call

The Five-Step Hub-and-Spoke Technique

Preparing for Effective In-Person Prospecting

The Five-Step In-Person Prospecting Call Process

Put Your Sales Goggles On

Chapter 19: E-Mail Prospecting

The Three Cardinal Rules of E-Mail Prospecting

Rule #1: Your E-Mail Must Get Delivered

Rule #2: Your E-Mail Must Get Opened

Rule #3: Your E-Mail Must Convert

A Good Prospecting E-Mail Begins with a Great Plan

The Four Elements of an Effective Prospecting E-Mail

Practice, Practice, Practice

The Best Time to Send E-Mails

Pause Before You Press “Send”

Chapter 20: Text Messaging

Texting as a Business Tool Is Accelerating

Familiarity Is Everything with Text

Use Text to Anchor Conversations at Networking Events

Use Text Following Trigger Events

Use Text to Nurture Prospects

Use Text to Create Opportunities for Engagement

Seven Rules for Structuring Effective Text Prospecting Messages

Chapter 21: Developing Mental Toughness

It Takes Grit—You Have to Grind to Shine

Four Pillars of Mental Toughness in Sales

When You Are on Top, Attack Yourself

Chapter 22: Eleven Words That Changed My Life

Chapter 23: The Only Question That Really Matters

Acknowledgments

About the Author

Index

End User License Agreement

List of Illustrations

Figure 10.1

Figure 15.1

Figure 15.2

Figure 16.1

Figure 18.1

Figure 18.2

Figure 19.1

Figure 19.2

Figure 19.3

Figure 20.1

Figure 20.2

Guide

Cover

Table of Contents

Begin Reading

Chapter 1

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Praise for Fanatical Prospecting

“Prospecting is the core, the foundation, the heart of every successful sales effort. Fanatical Prospecting leverages the prospecting success of author Jeb Blount, one of the most successful sales leaders of this decade, and provides answers to every aspect of successful prospecting.

“The techniques and concepts contained in Fanatical Prospecting are not theories from an ivory tower occupant or the ideological wishes of a university professor. This is a step-by-step field guide to every aspect of prospecting in the Internet era.

“Blount explains core principles of prospecting in a storytelling style that begs you to write in the margin and put your own action plan into place. Whether talking about ‘the 30 Day Rule’ or the difference between ‘Golden Hours’ and ‘Platinum Hours,’ he keeps his guidance at a personal level, understandable and easy to relate to. Clear, simple pillars like the Four Objectives of Prospecting ring true for any sales effort, in any industry and for every customer size.

“Straightforward, easy-to-follow visual maps of ‘five step guides’ for telephone prospecting, voice mail prospecting, and in-person prospecting will prove valuable throughout your entire career in sales and in sales management. I recommend buying two copies—one to read and one to write, draw, highlight, and add sticky notes to. It is that powerful.”

—Miles Austin, Publisher, FillTheFunnel.com

Law of the Universe: Nothing happens until something moves.Law of Business: Nothing happens until someone sells something.

—Jeb Blount

Fanatical Prospecting

The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

Jeb Blount

Cover image: Gold © iStock.com/idal

Cover design: Wiley

Copyright © 2015 by Jeb Blount. All rights reserved

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web atwww.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

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Library of Congress Cataloging-in-Publication Data:

Blount, Jeb, author.

Fanatical prospecting : the ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, e-mail, and cold calling / Jeb Blount.

1 online resource.

Includes bibliographical references and index.

Description based on print version record and CIP data provided by publisher; resource not viewed.

ISBN-13 978-1-119-14475-5 (cloth); ISBN 978-1-119-14477-9 (ePDF); ISBN 978-1-119-14476-2 (ePub)

1. Selling. 2. Business referrals. 3. Customer relations. I. Title.

HF5438.25

658.8'72—dc23

2015027909

Dedication

For Bob Blackwell