By: Jeb Blount
Introduction: The Persistence of Traditional Sales Techniques
Jeb Blount challenges the assumption that traditional sales tactics are obsolete in the era of social media, asserting that proven methods still yield superior results, especially as competitors chase new trends. He encourages a focus on fanatical prospecting and shares insights on the enduring effectiveness of fundamental sales practices.
Success = A Full Pipeline
Sales success, according to Blount, hinges on maintaining a full pipeline. The article emphasizes the simplicity of this mindset: consistently work to fill the pipeline, regardless of market conditions. The world’s best salespeople, he argues, prioritize prospecting at all times, recognizing that a robust pipeline is essential for surviving unforeseen challenges.
The 7 Mindsets of Fanatical Prospectors
Blount identifies seven mindsets that distinguish top salespeople: optimism, competitiveness, confidence, relentlessness, thirst for knowledge, systemic efficiency, and adaptability. These mindsets, he asserts, are integral to achieving a full pipeline and substantial commission checks. The article encourages adopting these mindsets as a foundational step toward becoming a fanatical prospector.
The 3 Ps that are Holding You Back
The article addresses common obstacles hindering salespeople, encapsulated in the three Ps: procrastination, perfectionism, and paralysis (from analysis). Blount contends that overcoming these hurdles is essential for effective prospecting. Acknowledging failure as inevitable and getting comfortable with it becomes the antidote to the 3 Ps, paving the way for success.
Protect the Golden Hours
Blount introduces the tactical aspect of sales—protecting the “Golden Hours” for prospecting. These are peak times for live contact with prospects, and the best salespeople prioritize prospecting during these hours. The article advocates setting specific goals for tele prospecting calls and email/social prospecting, emphasizing the non-negotiable nature of the Golden Hours.
The 4 Objectives of Protecting
Four potential outcomes are highlighted for prospecting calls: setting an appointment, gathering information and qualifying, closing a sale, and building familiarity. Blount underscores the significance of setting appointments as the most valuable activity in the sales process. The article emphasizes having clear objectives for each prospecting call and continually refining the pipeline.
Turning Around Objections
Blount addresses rejection management, providing a framework—the RBO Turnaround Framework (Anchor, Disrupt, Ask)—to navigate objections effectively. The article categorizes common objections and offers a structured approach to turn them around. Salespeople are encouraged to be prepared for objections and equipped with response patterns to maintain composure on calls.
Conclusion: Embracing Fanatical Prospecting
The article concludes by reiterating the importance of fanatical prospecting as the key to sales success. It emphasizes cultivating the right mindset, blocking out dedicated prospecting time during the Golden Hours, setting objectives for each call, and being prepared for objections. Blount expresses confidence in the reader’s ability to succeed through fanatical prospecting, eliminating the need for luck.