Nov 1, 2021
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.
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
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