Ditch the failed sales tactics, fill your pipeline, and crush your number

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!

About the Author

The post Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline appeared first on EASY Digital Pro.

The New Psychology of Selling

The sales profession is in the midst of a perfect storm. Buyers have more power―more information, more at stake, and more control over the sales process―than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.

Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge―controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch―are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes.  It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota.

Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling―Sales EQ―to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.

In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn:

• How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no
• How to master 7 People Principles that will give you the power to influence anyone to do almost anything
• How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle
• How to Flip the Buyer Script to gain complete control of the sales conversation
• How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged
• How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections
• How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling
• How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process
• How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers
• And so much more!

Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level.  Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.

Sales EQ arms salespeople and sales leaders with the tool

About the Author

The post Sales EQ: How Ultra High Performers Leverage Sales appeared first on EASY Digital Pro.