Prospecting isn’t easy.
I know – I know – you’re not SHOCKED.
Yet, in just 50 pages Jeff Bajorek gives you all of the components you need to be successful.
Personally the nugget I needed to be reminded of last week was: “Fundamentally, effective prospecting happens when you interact with people who can say yes to you… the mode doesn’t matter as much as the message.” pg 5
For me that statement was what I needed to read myself.
> step 1 = do I have the right message? I took some time to read, refine where necessary, and practice (yes out loud).
> step 2 = having a list of people who can say YES to me. I looked through and got rid of people on my list I don’t think can say yes (even if they wanted to).
> step 3 = interact! Friday I spend the entire day using my refined/new messages: 109 outbound calls, LOTS of voicemails, 18 emails, and several conversations.
If you’re looking for me to say I found and closed a HUGE deal with this activity, sorry that isn’t the case.
“Your self-worth is not tied to this win… The key to getting comfortable with the uncomfortable is practice and perspective.” pg 46
Which is why I’m going to follow my three steps every week. The consistency will allow me to interact with people who can say yes AND have the message that will resonate with them when we connect.
If you’d like prospecting to feel less complicated get your copy of Rethink The Way You Sell: The Five Forgotten Fundamentals of Prospecting
Comments (0)