The full title of this book by John Rosso is
Prospect the Sandler Way: A 30-Day Program for Mastering Stress-Free Lead Development
In my review posted on Amazon.co.uk, I gave the book a 5 Stars rating. This means it is Excellent.
Here is my book review.
How to prospect without crushing your soul
Picking up the telephone and calling someone who could/should be interested in what you sell forces you to confront the possibility that person may not be receptive at this time.
This book will help you to do it without crushing your soul.
Let me back up. The book is one of a few recent books about the Sandler Sales system and when I review these books, I normally say it’s helpful to read the overview book first, “You Can’t Teach A Kid To Ride A Bike At A Seminar“. Why? Because the Sandler system is different from what you may have been taught previously and it may take some time to get used to the ideas.
That’s not the case here. The author does a good job of summarising the steps in the Sandler Submarine before adapting it to create the mini-sub needed for prospecting on the phone.
There’s a lot to like in this book. It’s very easy to read and you can feel how powerful the proposed method will be, provided it is used properly. Salespeople may not receive many sales call so might not appreciate how different this approach is, rather than the two common openings (to launch straight into a pitch or to ask an inane personal question like “how are you?” or “Are you feeling good today?”).
It’s also presented as a workbook. It’s suggested you should read a chapter each day, tackle any exercises and internalise the contents before moving on to the next. While this makes sense, I prefer reading it all the way through to get an overview and then start back at chapter 1 and do the work. Do what suits your learning style.
The “lazy” approach to marketing and sales these days is to let the prospective customers approach you when they are ready to investigate solutions to their problem. That’s fine if you get more than enough high quality leads. Do you? Or do you need to be more proactive?
This book is highly recommended for anyone prepared to pick up the phone and talk to targeted prospects.
You can buy the book from Amazon.co.uk or Amazon.com
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