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by Blount, Jeb :: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling The P-Hardcover
Ditch the failed sales tactics, fill your pipeline, and crush your number "Fanatical Prospecting" is a straight forward, no-holds-barred guide that explains the why and how behind the most important activity in sales--prospecting. Many salespeople consistently underperform despite having stellar talent, intelligence, experience, training, and drive. This leaves many salespeople and executives wondering how to fix the gap between the capabilities of salespeople and the successful completion of sales. Instead of exhausting energy on trendy, temporary patches to sales problems, salespeople and leaders should focus on the source of their performance problems. The number one reason for failure in sales is an empty pipe and the number one cause of an empty pipe is the lack of consistent prospecting activity.
Using his trademark narrative and down to earth style, Jeb Blount removes the mystery and hyperbole surrounding prospecting. His innovative approach to prospecting teaches the skills required to effectively and efficiently prospect while balancing the activities of a busy sales day. This book teaches you how to: Keep the pipeline full of qualified opportunities by leveraging a balanced prospecting methodology across multiple prospecting channels Evade sales slumps with the assistance of the Law of Replacement and the 30-Day Rule Get prospects calling you using the 3 Cs of Social Selling to cross the Familiarity Threshold Gain more appointments and sales fast, utilizing a super easy 5 Step Telephone Prospecting Process that blasts through resistance and objections Double your call backs with a simple but powerful voicemail technique Develop the confidence to quickly bypass objections, brush-offs, and reflexive responses by employing the 3 Step Turn-around Technique Create persuasive, compelling emails following the 4 Step Email Prospecting Framework Turn prospects into customers by practicing the 7 Keys to Creating Prospecting Text Messages Get more done in less time, reduce stress, and overcome obstacles with the 7 Elements of Effective Time, Resource, and Territory Management Reach the peak of the sales profession by adopting the 7 Mindsets of Top Earners Achieve a real and lasting competitive edge
It's time to get off the feast or famine sales roller-coaster for good! "Fanatical Prospecting" is the perfect catalyst to break the cycle of frustration, stress, and failure prevalent with so many salespeople. The tools in this book will help you fill the pipeline with high quality opportunities and guide you toward becoming a top performer with the high income you deserve.
Using his trademark narrative and down to earth style, Jeb Blount removes the mystery and hyperbole surrounding prospecting. His innovative approach to prospecting teaches the skills required to effectively and efficiently prospect while balancing the activities of a busy sales day. This book teaches you how to: Keep the pipeline full of qualified opportunities by leveraging a balanced prospecting methodology across multiple prospecting channels Evade sales slumps with the assistance of the Law of Replacement and the 30-Day Rule Get prospects calling you using the 3 Cs of Social Selling to cross the Familiarity Threshold Gain more appointments and sales fast, utilizing a super easy 5 Step Telephone Prospecting Process that blasts through resistance and objections Double your call backs with a simple but powerful voicemail technique Develop the confidence to quickly bypass objections, brush-offs, and reflexive responses by employing the 3 Step Turn-around Technique Create persuasive, compelling emails following the 4 Step Email Prospecting Framework Turn prospects into customers by practicing the 7 Keys to Creating Prospecting Text Messages Get more done in less time, reduce stress, and overcome obstacles with the 7 Elements of Effective Time, Resource, and Territory Management Reach the peak of the sales profession by adopting the 7 Mindsets of Top Earners Achieve a real and lasting competitive edge
It's time to get off the feast or famine sales roller-coaster for good! "Fanatical Prospecting" is the perfect catalyst to break the cycle of frustration, stress, and failure prevalent with so many salespeople. The tools in this book will help you fill the pipeline with high quality opportunities and guide you toward becoming a top performer with the high income you deserve.
Unknown Binding
First published October 5, 2015
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February 16, 2020Simple ideas well stated are most memorable. I still remember things my first sales manager told me years ago circa 1990ish.
* Nothing is absolute -except for vodka
* Repeated Redundancy is the Mother of all learning
* No one sale will make or break you
* KISS- Keep it Simple Stupid
* his solution for most sales issues - make another call
* when you have a good call make another one immediately
* He called a deal that never closed - a china egg.
*Jim , you know what the biggest problem in the world is ....? Communication
*Quantity has a Quality all it's own.
* When a incident occurred around management/industry/whatever outside your control: He'd say
Jim your job does not change.
* This job is simple it's just not easy.
*It does take many of those to make a dozen...
*Do not let yourself get too high or too low
*It's best not to be too Loud or Proud
* you are never as good as you are on what you think is your best sales day or as bad as you think you are on your worst sales day
Jeb Blount seems to be cut from the same cloth and does a nice job codifying some ideas & making points that are memorable.
My notes:
There is no easy button in Sales.
Persistence always wins always.
Proactively Persuing Prospects
The number one reason for failure empty pipe caused by failure to prospect.
The Paradox of Basics- An answer so blatantly obvious that it remains impossibly invisible.
> I will stop here but you get the picture...
And wait there's more *) a website..... https://www.fanaticalprospecting.com
* Nothing is absolute -except for vodka
* Repeated Redundancy is the Mother of all learning
* No one sale will make or break you
* KISS- Keep it Simple Stupid
* his solution for most sales issues - make another call
* when you have a good call make another one immediately
* He called a deal that never closed - a china egg.
*Jim , you know what the biggest problem in the world is ....? Communication
*Quantity has a Quality all it's own.
* When a incident occurred around management/industry/whatever outside your control: He'd say
Jim your job does not change.
* This job is simple it's just not easy.
*It does take many of those to make a dozen...
*Do not let yourself get too high or too low
*It's best not to be too Loud or Proud
* you are never as good as you are on what you think is your best sales day or as bad as you think you are on your worst sales day
Jeb Blount seems to be cut from the same cloth and does a nice job codifying some ideas & making points that are memorable.
My notes:
There is no easy button in Sales.
Persistence always wins always.
Proactively Persuing Prospects
The number one reason for failure empty pipe caused by failure to prospect.
The Paradox of Basics- An answer so blatantly obvious that it remains impossibly invisible.
> I will stop here but you get the picture...
And wait there's more *) a website..... https://www.fanaticalprospecting.com
June 9, 2016
I would rarely praise a sales-book, but this one is worth adding it to the shelve of must-reads.
To be fair, as a motivational publication, it does not lack fluff. Still the junk-to-meaningful-info ratio is high. The good ideas it brings are more than one or two (depends on what you have tried or are used to). What it does best is it helps to organize scattered thoughts or processes in this field.
Everyone dealing with sales knows that there is no one-size-fits-them-all solution to approaching customers or closing deals. This is not an exception so it is not a guide that will provide such algorithm. Also, there are not hidden secrets. It is just a god overview of a proper approach to doing business (over mixed medium).
Personally, I have read the book when I reorganize my pipeline and the book comes in handy ;)
To be fair, as a motivational publication, it does not lack fluff. Still the junk-to-meaningful-info ratio is high. The good ideas it brings are more than one or two (depends on what you have tried or are used to). What it does best is it helps to organize scattered thoughts or processes in this field.
Everyone dealing with sales knows that there is no one-size-fits-them-all solution to approaching customers or closing deals. This is not an exception so it is not a guide that will provide such algorithm. Also, there are not hidden secrets. It is just a god overview of a proper approach to doing business (over mixed medium).
Personally, I have read the book when I reorganize my pipeline and the book comes in handy ;)
January 7, 2016
Blount provides a comprehensive approach to what works (and doesn't) in prospecting today. He provides specific examples for call and voice mails, breaking them down sentence by sentence, explaining why you should use certain words and phrases. Some may conclude that the information is too simplistic or that there's nothing new--but Blount's breezy style, peppered with his personal examples and case studies, provide a quick overview of prospecting that can help the novice and experienced pro alike.
April 17, 2018
Key ideas and insights from book:
- Persistance always wins
- There is no easy button in prospecting
- Schedule a block-time for prospecting
- You have to have mental Toughness
- It’s all about desire
- Contact prospect on golden hours do rest work in other hours
- Make one more call
- Familiarity is important
- Every touch with prospects has one of four goals:
1. Build more familiarity with you and your brand
2. Get more information and qualify
3. Close a sale
4. Set a meeting
- You can’t watch for those behind you
- No more excuses why you don’t contact your prospects
I don't focus on what I'm up against. I focus on my goals and I try to ignore the rest.
—Venus Williams
- Persistance always wins
- There is no easy button in prospecting
- Schedule a block-time for prospecting
- You have to have mental Toughness
- It’s all about desire
- Contact prospect on golden hours do rest work in other hours
- Make one more call
- Familiarity is important
- Every touch with prospects has one of four goals:
1. Build more familiarity with you and your brand
2. Get more information and qualify
3. Close a sale
4. Set a meeting
- You can’t watch for those behind you
- No more excuses why you don’t contact your prospects
I don't focus on what I'm up against. I focus on my goals and I try to ignore the rest.
—Venus Williams
October 26, 2015
Excellent book! A bit of motivational content to get your head in the game ("Know your worth." "Just pick up the phone and make the call." "Tell yourself you're going to win."), mixed with plenty of tactical steps to fill your pipeline and meet prospecting objectives. Blount's straightforward, tell-it-like-it-is approach is refreshing. He offers powerful strategies with specific steps and examples. I read the book over the weekend and already the book is highlighted, notated and dog-eared. Lots of good stuff packed in about 300 pages!
October 23, 2024
I truly believe that there should be a book for everything. When I find myself in a difficult situation, the first thought that comes to mind is: there must be a book for this, I just need to find it.
This is the book for sales, the first one I've read, and I liked it a lot.
This is the book for sales, the first one I've read, and I liked it a lot.
May 7, 2023
Почти изгубени 300 страници от живота ми. Зад чудесната твърда корица следва много небрежно съдържание, обидно за читателя. Невнимателен преводач и никаква свършена работа от редактор и коректор (да вземат да си върнат хонорарите). Грешно изписани, подменени и пропуснати думи и букви, кошмарен словоред, сякаш чета гугъл транслейт... На много места текстът дотолкова е "един гаща плява за нащо магаре", че е трудно човек да се съсредоточи в идеите на автора.
P. S. Много искам да се запозная с него, за да ми обясни лично как за 1 час да правя 47+ успешни обаждания.
P. S. Много искам да се запозная с него, за да ми обясни лично как за 1 час да правя 47+ успешни обаждания.
March 24, 2016
Great resource for salespeople
Within the fist few chapters I came across one tip that created four quick appointments that became solid sales. Throughout the rest of the book I found more tips, inspirations, and methods that are already having a huge impact on my sales within two weeks after stumbling across this book.
Within the fist few chapters I came across one tip that created four quick appointments that became solid sales. Throughout the rest of the book I found more tips, inspirations, and methods that are already having a huge impact on my sales within two weeks after stumbling across this book.
June 3, 2025
If you are in the profession of selling, you have to read this book. Fanatical Prospecting by Jeb Blount is basically required reading for anyone who wants to succeed in sales. No fluff, no gimmicks—just real, actionable advice on how to fill your pipeline and keep it full. This book lit a fire under me. Blount breaks down the mindset, strategies, and daily habits that separate top producers from everyone else. He doesn’t sugarcoat the hard work it takes, but he makes it clear why consistent prospecting is the lifeblood of any great salesperson. I’ve read a lot of sales books over the years, and this one stands out—by far the best book on prospecting I’ve ever picked up. I’ll be rereading it regularly. Whether you’re just starting out or a seasoned pro who needs a refresher, do yourself a favor and grab this one. Highly recommend.
July 29, 2021
it's not bad, overhyped for sure by all the introductions
April 8, 2018
Great book. Even though somewhat repetitive with regard to some points, but the way he repeated these points are fine, like in an explanatory repetitive way.
'In sales and life there will always be somebody or something intimidating, a
competitor, or some problem that is bigger, faster, stronger, or smarter than you.
There will always be a mountain you'll have to climb and an uphill battle you'll
have to fight to reach your goal.
The Briarwood Buccaneers proved, once again, what great teams and great
people have always known:
When you are faced with a challenge or when the game is on the line, it is not
about how big you are, how strong, how much training, resources, experience,
background, degrees, talent, intelligence, money, that BS story you keep telling
yourself about why you can't, or any of the other things that far too often become
excuses that hold you back.
When you face your Goliath, when you set your goals, when you face fear,
rejection, and adversity; when you're tired, worn out, and have the choice to go
home or make one more call—the only question that really matters is:
How bad do you want it?'
For me this part of the book resonates with me in a powerful way. The job search is crazy and this shows me I should be more enthusiastic about my goals and dreams. How bad do you want it will be my new motto.
I really recommend this to anyone interested in developing their communication and professional skills.
'In sales and life there will always be somebody or something intimidating, a
competitor, or some problem that is bigger, faster, stronger, or smarter than you.
There will always be a mountain you'll have to climb and an uphill battle you'll
have to fight to reach your goal.
The Briarwood Buccaneers proved, once again, what great teams and great
people have always known:
When you are faced with a challenge or when the game is on the line, it is not
about how big you are, how strong, how much training, resources, experience,
background, degrees, talent, intelligence, money, that BS story you keep telling
yourself about why you can't, or any of the other things that far too often become
excuses that hold you back.
When you face your Goliath, when you set your goals, when you face fear,
rejection, and adversity; when you're tired, worn out, and have the choice to go
home or make one more call—the only question that really matters is:
How bad do you want it?'
For me this part of the book resonates with me in a powerful way. The job search is crazy and this shows me I should be more enthusiastic about my goals and dreams. How bad do you want it will be my new motto.
I really recommend this to anyone interested in developing their communication and professional skills.
December 16, 2020
A few nuggets of practical goodness hidden in the midst of all the words. So many "business" books are like this and could be easily communicated more effectively in a white paper or bulleted list.
I struggle with his continued assertion that everyone hates prospecting (they don't) and is crushed by rejection (they aren't). Many of his points about grit, resilience, and working harder are rooted in privilege and don't recognize the impacts of those elements on equity and inclusion.
I struggle with his continued assertion that everyone hates prospecting (they don't) and is crushed by rejection (they aren't). Many of his points about grit, resilience, and working harder are rooted in privilege and don't recognize the impacts of those elements on equity and inclusion.
June 16, 2016
Jeb proves why he is one of my sales heroes because of this book.
It is my handbook for my profession and certainly a must have for anyone who takes their career in sales seriously.
Read this book to learn some no nonsense techniques and philosophies that will help push you to becoming a Sales Super Star!
It is my handbook for my profession and certainly a must have for anyone who takes their career in sales seriously.
Read this book to learn some no nonsense techniques and philosophies that will help push you to becoming a Sales Super Star!
October 27, 2015
Outstanding!
Fanatical Prospecting is packed with great content and excellent ideas. To succeed in sales, you must prospect. Jeb provides great guidance for maximizing your efforts. This is a great read!
Fanatical Prospecting is packed with great content and excellent ideas. To succeed in sales, you must prospect. Jeb provides great guidance for maximizing your efforts. This is a great read!
December 15, 2019
This book seriously get 5/5 stars. It’s my new personal development bible. Love everything that is shared and it was all really eye opening and just made sense. Have already started implementing things from this book!
Read
November 17, 2021One of the best sales books ever read + Jeb Blunt is one of the best, maybe THE best author for Sales!
July 4, 2024
Gran pero gran libro. Hay cosas que no aplican por el giro del negocio pero hay muchas otras que sin duda me las llevo para tenerlas siempre presentes.
March 9, 2024
Elite book on ways to have a balanced approach to prospecting. In particular it challenged me to use all platforms (email, social media, texting, calling) but to use your “golden hours” for the ones that move the needle the most (calling!). Will go back to JB resources.
The only critique is his “fanaticalness”. While prospecting is key I probably devote every waking hour to it like he references.
The only critique is his “fanaticalness”. While prospecting is key I probably devote every waking hour to it like he references.
November 25, 2020
Is it possible for a book on sales to be uplifting? It is if it's written by Jeb Blount.
Through years of selling experience, he has figured out the secret to successful selling. He teaches the importance of knocking out dozens of sales calls in a golden hour and then before the day ends to make one more call. When things don't go so well on one call, his advice is simple. N-E-X-T. Move on to the next prospect.
This book has had an immediate impact on how I view sales for my company. I now know that if we follow his advice, our company will grow and prosper.
Jeb didn't delegate to someone else to record his audiobook. He took the time and effort to do it on his own. This is a tribute to his authenticity.
In a day where lots of sales and work processes are being automated, Jeb reminds his readers to be genuinely nice people. He urges us to put ourselves in the shoes of the person we're selling to. A good CRM system and diligent note-taking habits are vital for tracking all the details it takes to get to know your prospects. This takes time and effort, but this is exactly what it takes to stand out.
Jeb, I loved your book! Thank you for taking the time to share your sales wisdom.
Through years of selling experience, he has figured out the secret to successful selling. He teaches the importance of knocking out dozens of sales calls in a golden hour and then before the day ends to make one more call. When things don't go so well on one call, his advice is simple. N-E-X-T. Move on to the next prospect.
This book has had an immediate impact on how I view sales for my company. I now know that if we follow his advice, our company will grow and prosper.
Jeb didn't delegate to someone else to record his audiobook. He took the time and effort to do it on his own. This is a tribute to his authenticity.
In a day where lots of sales and work processes are being automated, Jeb reminds his readers to be genuinely nice people. He urges us to put ourselves in the shoes of the person we're selling to. A good CRM system and diligent note-taking habits are vital for tracking all the details it takes to get to know your prospects. This takes time and effort, but this is exactly what it takes to stand out.
Jeb, I loved your book! Thank you for taking the time to share your sales wisdom.
March 7, 2016
This is a good book on sales, and it covers a wide range of topics. The book is textual in nature, so it is not a quick read. But this parallels the motif of the guide- that sales is hard work. Most folks do not do sales because they think sales people are born gifted and are those who do not have guilt about lying. Yet, that is a stereotype, according to the guide, and sales people are better to be born with a lot of competitive energy and drive. Equally important is professional methods and technique, which the author covers well. He touches on the spectrum of multimedia sales in the high tech, contemporary marketplace, and he is thorough and credible. This guide gives confidence to anyone who does business development, no matter what the personality. Cheesy and dated closing techniques are not as important to learn than the methods to keeping the pipeline full of prospects. Most business sales failures probably stem from a stagnant pipeline of customers than isolated failures to dazzle a particular prospect at a point of sale.
October 20, 2022
While I can appreciate some of the techniques the author wants people to use, the entire book is mired by the tone & the attitude of the author. Telling the reader if they can't forego having a balanced life for sales they should give up & serve coffee while living with their parents is a bully's redirect. I also can't get over how amazing he is in his own head. Every story is structured the same. Person has problem, Jeff asks them to do it a different way. The person becomes the best salesperson ever in their company. He retells this parable about 20 times in the book switching names & scenarios, but it always ends in them being the absolute best within a short time. Fun parables at best.
Look I'm trying to develop myself to the next level of salesmanship & career, but listening to this guy go on about not attending family functions so you can make money to buy steaks with is not what I wanted to read.
There are a couple take aways from this book I'll use but if I had to do it over again, I wouldn't waste my time with this one.
Look I'm trying to develop myself to the next level of salesmanship & career, but listening to this guy go on about not attending family functions so you can make money to buy steaks with is not what I wanted to read.
There are a couple take aways from this book I'll use but if I had to do it over again, I wouldn't waste my time with this one.
May 29, 2016
Wow! If i can do a standing ovation right now, i would actually do it. This book is hands-down the BEST book in sales that i have read in years. Reading it is like eating chocolate with rum melted in your mouth. I'm so excited and at the same time feel so blessed that i come across it.
What's that? Zig zillar? To sell is human? Nah, although they are good, this is definitely better.
The author is a great guy and an avid reader like all of us. He is so focused, experienced, yet so kind. He holds nothing back in his book.
If you are into sales and you have not read this, drop everthing, i repeat DROP EVERYTHING YOU ARE DOING and read it. If you are not into sales and under 30, read this anyway, you won't be disappointed.
What's that? Zig zillar? To sell is human? Nah, although they are good, this is definitely better.
The author is a great guy and an avid reader like all of us. He is so focused, experienced, yet so kind. He holds nothing back in his book.
If you are into sales and you have not read this, drop everthing, i repeat DROP EVERYTHING YOU ARE DOING and read it. If you are not into sales and under 30, read this anyway, you won't be disappointed.
July 21, 2019
If you are in sales, or have ever been in sales, this book will remind you of the basic information you already know. However, while you may already know it, you have likely either forgotten it, or been like “eh I’ve been doing this long enough, I don’t need to prospect like that anymore.” News flash: you do. This book was a great reminder of the best ways to make sure you constantly have a pipeline of business as I head into my new job next month. It may seem self explanatory, but it’s always great to be reminded of the things that easily get pushed aside as you become comfortable in your role.
April 23, 2018
This is a very boring book. The premise of the whole book boils down to two words: prospect more. I wish I could get my money back.
June 24, 2018
Definitely will reread back this book
May 31, 2024
Solid material. Lots of synthesizing of sales concepts from multiple sources. Written in a straightforward and approachable style. Not much new info if you’ve read many sales strategy books, but an effective way to present the information.
Key ideas:
The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day.
Focus on making calls, time block, don’t email/scroll/social media/research.
Calculate your hourly rate. Don’t give in to time vampires.
Your bio should explain who you are, what you are all about (values), what you do best, and why customers and clients count on and trust you to solve their problems.
WIIFMs “Possible Value Propositions.” He suggests that for each class of prospect and decision-maker role, you should take time to define the possible reasons that would create enough WIIFM for them to give up their time to spend it with you.
Power Statement must answer: The prospect's issues
Your offerings that address these issues
Competitive differentiators
Frustration. Anxiety. Stress. Fear. Peace of mind. What do these words have in common? They describe emotions. Emotional words demonstrate empathy and connect with how your prospect is feeling.
There is only one technique that really works for getting what you want on a prospecting touch. Ask. That's it. Just ask. Ask for the appointment, ask for information, ask for the decision maker, ask for the next step, ask for the sale. Ask for what you want. Ask.
Salespeople who don't interrupt prospects have skinny kids.
simple five-step framework:
1. Get their attention by using their name: “Hi, Julie.”
2. Identify yourself: “My name is Jeb Blount and I'm with Sales Gravy.”
3. Tell them why you are calling: “The reason I'm calling is to set up an appointment with you.”
5. Bridge—give them a because: “I just read an article online that said your company is going to add 200 new sales positions over the next year. Several companies in your industry are already using Sales Gravy exclusively for sourcing sales candidates and they are very happy with the results we are delivering.”
7. Ask for what you want, and shut up: “I thought the best place to start is to schedule a short meeting to learn about your sales recruiting challenges and goals.
Important point: Notice that I didn't ask Julie, “How are you doing?” There is a reason for this. When you interrupt a prospect's day, you get resistance. This resistance hits a peak as soon as they realize that you are a salesperson and that they made a big mistake by answering their phone.
Be confident, direct, and smooth—and don't pause. Get to the point. Ask and assume. Then shut up. The single biggest mistake salespeople make on prospecting calls is they keep talking instead of giving their prospect the opportunity to respond to their request.
Steps to leaving effective voice mail messages that get returned. This process deployed consistently will double your callback rate.
1. Identify yourself. Say who you are and the company you work for up front. This makes you sound professional.
3. Say your phone number twice. Prospects can't call back if they don't have or you garbled your number. Give your contact information up front and say it twice—slowly. After they hear your name and company, they may not care about the rest of your message because based on their situation, they can infer what it is about.
5. Tell them the reason for your call. Tell them why you have called. There is nothing more irritating to a buyer than a salesperson who is not honest about their intentions. After you give your personal information just say, “The reason for my call is…” or “the purpose of my call is…,” then tell them why you are calling and what you want. Transparency is both respectful and professional.
6. Give them a reason to call you back. Prospects call back when you have something that they want or are curious about. Curiosity is a powerful driver of behavior. When you have knowledge, insight, information, special pricing, new or improved products, a solution to a problem, and so on, you create a motivating force that compels your prospect to call you back.
7. Repeat your name and say your phone number twice. Before you end your message, say your name again slowly and clearly and always, always say your number twice.
Key ideas:
The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day.
Focus on making calls, time block, don’t email/scroll/social media/research.
Calculate your hourly rate. Don’t give in to time vampires.
Your bio should explain who you are, what you are all about (values), what you do best, and why customers and clients count on and trust you to solve their problems.
WIIFMs “Possible Value Propositions.” He suggests that for each class of prospect and decision-maker role, you should take time to define the possible reasons that would create enough WIIFM for them to give up their time to spend it with you.
Power Statement must answer: The prospect's issues
Your offerings that address these issues
Competitive differentiators
Frustration. Anxiety. Stress. Fear. Peace of mind. What do these words have in common? They describe emotions. Emotional words demonstrate empathy and connect with how your prospect is feeling.
There is only one technique that really works for getting what you want on a prospecting touch. Ask. That's it. Just ask. Ask for the appointment, ask for information, ask for the decision maker, ask for the next step, ask for the sale. Ask for what you want. Ask.
Salespeople who don't interrupt prospects have skinny kids.
simple five-step framework:
1. Get their attention by using their name: “Hi, Julie.”
2. Identify yourself: “My name is Jeb Blount and I'm with Sales Gravy.”
3. Tell them why you are calling: “The reason I'm calling is to set up an appointment with you.”
5. Bridge—give them a because: “I just read an article online that said your company is going to add 200 new sales positions over the next year. Several companies in your industry are already using Sales Gravy exclusively for sourcing sales candidates and they are very happy with the results we are delivering.”
7. Ask for what you want, and shut up: “I thought the best place to start is to schedule a short meeting to learn about your sales recruiting challenges and goals.
Important point: Notice that I didn't ask Julie, “How are you doing?” There is a reason for this. When you interrupt a prospect's day, you get resistance. This resistance hits a peak as soon as they realize that you are a salesperson and that they made a big mistake by answering their phone.
Be confident, direct, and smooth—and don't pause. Get to the point. Ask and assume. Then shut up. The single biggest mistake salespeople make on prospecting calls is they keep talking instead of giving their prospect the opportunity to respond to their request.
Steps to leaving effective voice mail messages that get returned. This process deployed consistently will double your callback rate.
1. Identify yourself. Say who you are and the company you work for up front. This makes you sound professional.
3. Say your phone number twice. Prospects can't call back if they don't have or you garbled your number. Give your contact information up front and say it twice—slowly. After they hear your name and company, they may not care about the rest of your message because based on their situation, they can infer what it is about.
5. Tell them the reason for your call. Tell them why you have called. There is nothing more irritating to a buyer than a salesperson who is not honest about their intentions. After you give your personal information just say, “The reason for my call is…” or “the purpose of my call is…,” then tell them why you are calling and what you want. Transparency is both respectful and professional.
6. Give them a reason to call you back. Prospects call back when you have something that they want or are curious about. Curiosity is a powerful driver of behavior. When you have knowledge, insight, information, special pricing, new or improved products, a solution to a problem, and so on, you create a motivating force that compels your prospect to call you back.
7. Repeat your name and say your phone number twice. Before you end your message, say your name again slowly and clearly and always, always say your number twice.
June 17, 2024
Okay, this is the last book in my recommended reading for work training, and I'm excited to be done with it and move on to my usual content.
I went back and forth on this book a lot. Some of the chapters have beginnings that wouldn't even be acceptable in a *high school" essay: the Webster's Dictionary Definitions, quoting Shakespeare's most popular lines, etc. Obviously, not a huge deal in the goal of this author, but as an avid reader of books outside of the self-dev category, parts of me died when I saw those stingers, haha.
One thing positive I can say is this: this guy either has walked this walk a long time, or coached a TON of people who have (he claims both, and I believe it). His anecdotes and generalizations about salespeople and our anxieties, frustrations, and excuses are all spot on. I found myself truly appreciating the "brutal truths", and there were a couple days after reading I rolled into work feeling extra motivated to prospect.
The book's a little light on practical advice, but that's not really it's fault at this point: it's a bit long in the tooth, and lot of the advice that would have been considered groundbreaking/fundamental at the time has permeated even the lightest corporate sales training programs. I can't say I learned too much, but sometimes a dose of the old medicine is just what you need.
I went back and forth on this book a lot. Some of the chapters have beginnings that wouldn't even be acceptable in a *high school" essay: the Webster's Dictionary Definitions, quoting Shakespeare's most popular lines, etc. Obviously, not a huge deal in the goal of this author, but as an avid reader of books outside of the self-dev category, parts of me died when I saw those stingers, haha.
One thing positive I can say is this: this guy either has walked this walk a long time, or coached a TON of people who have (he claims both, and I believe it). His anecdotes and generalizations about salespeople and our anxieties, frustrations, and excuses are all spot on. I found myself truly appreciating the "brutal truths", and there were a couple days after reading I rolled into work feeling extra motivated to prospect.
The book's a little light on practical advice, but that's not really it's fault at this point: it's a bit long in the tooth, and lot of the advice that would have been considered groundbreaking/fundamental at the time has permeated even the lightest corporate sales training programs. I can't say I learned too much, but sometimes a dose of the old medicine is just what you need.
February 27, 2020
For someone just getting into sales I found this to be a great starting point to get my bearings and solidify understanding of certain facets of sales. There were many noteworthy "outlines" for formatting certain aspects of prospecting that can be altered for your specific use case. Also this book lightly touched on many general self improvement techniques (like physical activity) that I strongly agree with and how they can transfer over into the quality of your work. Would strongly recommend to anyone just getting into sales.
March 14, 2020
This is a good book. It is perfect? No. Does it have things in it I don't agree with? Yes. Could it have been shorter? Yup. Does Jeb Blount overuse the word "important"? Absolutely. (I actually listened to the audiobook. The only reason I noticed his repetitive use of the word is because he pronounces it "impordunt" which, honestly, caused me to cringe every time I heard it. But take note - I still gave the book 5 stars.)
If you're a salesperson looking for some good tips and tactics, you should read this book.
I've seen some reviewers complain about Blount getting on his high horse and blasting lazy salespeople. I actually agree with him - he's telling the truth. Stop making excuses or finding excuses and start controlling your own destiny. It takes hard work to make a good living as a salesperson. Work hard now. Play hard later.
If you're a salesperson looking for some good tips and tactics, you should read this book.
I've seen some reviewers complain about Blount getting on his high horse and blasting lazy salespeople. I actually agree with him - he's telling the truth. Stop making excuses or finding excuses and start controlling your own destiny. It takes hard work to make a good living as a salesperson. Work hard now. Play hard later.
September 12, 2021
Encouraging manual which demonstrated me that sales is more of a discipline rather than an art. It reinforces elemental truths (worth never forgetting) with tactical techniques to improves your productivity. There is no super-secret. It’s just about how bad you want it.
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