How to Succeed at 21st-Century Prospecting

Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.    Get the book on Amazon at: https://www.amazon.com/21st-Century-Prospecting-Authoritative-Development/dp/1737010267/    In this episode:

• The best attitude, behavior, and technique on how to succeed at 21st-century prospecting
• How to find the sweet spot between pushing too hard and never asking for the sale
• Technology is your accelerator, not your differentiator
• Brevity is your friend in digital communications
• End your call to action with a question mark
• Is “liking” someone’s content a prospecting strategy?
• Use third party stories
• Ask clarifying questions
• Don’t take too long to set up a call or an appointment
• Take 8 seconds to sell a 3 - 5 minute conversation
• Use a business edge tone of voice

Podcast: https://howtosucceed.libsyn.com/

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