Book Summary: "Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling" by Jeb Blount
A must-read for anyone seeking success in sales.
Jeb Blount wrote a book in 2015 that I wish I would have written myself. I connected with so many things in this book that it's now required reading for every new rep. Fanatical Prospecting is a comprehensive guide that will help you fill your sales pipeline and close more deals.
If you're serious about being successful in sales, this book is a must-read.
Written: 2015
The 30-Day Rule: Jeb Blount argues that the most important thing you can do as a salesperson is to consistently prospect for new leads. He recommends setting a goal of reaching out to at least 100 new prospects every month.
The Law of Reciprocity: He also argues that people are more likely to do something for you if you do something for them first. He recommends offering something of value to your prospects, such as a free consultation or a white paper, before asking for their business.
The Law of Scarcity: The author make the point that people are more likely to want something if they think it is scarce. He recommends creating a sense of urgency with your prospects by telling them about limited-time offers or special discounts.
The Law of Social Proof: The author posits that people are more likely to do something if they see that other people are doing it. He recommends using social media and other forms of online marketing to show your prospects that other people are using your product or service and are happy with it.
In the book, there are also a number of specific tips and techniques for prospecting, including:
Use a variety of prospecting methods: Don't rely on just one method of prospecting. Use a variety of methods, such as cold calling, email, social media, and networking, to reach as many prospects as possible.
Be persistent: Don't give up if you don't hear back from a prospect right away. Keep following up until you get a response.
Be personal: Don't just send out generic emails or make cold calls. Take the time to learn about your prospects and tailor your message to their individual needs.
Be prepared to answer objections: Prospects will often have objections to your product or service. Be prepared to answer these objections in a clear and concise way.
Here are some additional key takeaways from the book:
Prospecting is the most important activity in sales.
The more you prospect, the more deals you will close.
There is no such thing as a perfect prospect.
You should prospect for new leads every day.
You should be persistent in your prospecting efforts.
You should be personal in your approach to prospecting.
You should use a variety of prospecting methods.
If you can follow these tips, you will be well on your way to becoming a successful salesperson.