The Prospecting Structure (Ch. 10 & 11)
This tool is called the most important sales tool and the central nervous system for all prospecting efforts.
CRM (Customer Relationship Management) system
This is one of the four possible objectives for any prospecting call or outreach.
Set an Appointment, Gather Information and Qualify, Close a Sale, or Build Familiarity
Despite the rise of email and social media, Blount insists this is the most powerful sales prospecting tool.
telephone (or phone)
These are the dedicated, non-negotiable blocks of time reserved for making live contact with prospects, free of distractions.
Golden Hours (or Power Hours)
The first rule of prospecting is that you must leverage the _________.
best leads
What is the Prospecting Pyramid?
This is the visual model used to prioritize leads, ensuring you spend the most time on the best prospects.
What is the Law of Familiarity?
This Law states that people prefer to buy from those they know, like, and trust.
This is the most crucial time management technique for tele-prospecting, involving blocking out periods for making live contact.
Time Blocking (or protecting Golden Hours
A fanatical prospector should never engage in this activity first thing in the morning.
checking or responding to emails
Lack of _________ is why you get so many objections in your prospecting time.
Familiarity
This is the specific tier of the Prospecting Pyramid that a fanatical prospector should focus on first.
highly qualified or best leads
What are Reflex Responses?
This is the name given to the defensive, impulsive responses like "We're not interested," that prospects use to evade interruptions.
What is "shut up?"
The final, two-part step of the simple five-step phone call process after you've asked for what you want.
This "P" is the sin of being overly critical and striving for impossible perfection, which prevents action.
Perfectionism
The two actions a salesperson must do right after asking for what they want on the phone: "Ask for what you want and __________.
shut up
The effectiveness of your CRM is completely dependent on your commitment to this.
consistently/diligently/fanatically
A lack of this is the primary reason salespeople face so many reflex responses and brush-offs.
Familiarity
This term is used to describe the prospect's "What's In It For Me?" during the phone call—the reason they should listen.
"because?"
This "P" refers to being paralyzed by "what-if" scenarios and fear of failure, also known as analysis paralysis.
Paralysis
Your CRM is your most important sales tool—its effectiveness depends entirely on your _________.
"discipline" (or "commitment to using it"
What is the failure to consistently prospect?
This is the root cause of an empty sales pipeline, as stated in the book.
The three steps in the RBO Turnaround Framework for handling common objections.
What are Anchor, Disrupt, and Ask?
The cure for the "3 Ps" (Procrastination, Perfectionism, Paralysis) is focusing on consistent what?
Action (or making the next call/doing the work)
Nobody likes it; get over it. The phone is your most powerful tool—if you avoid it, you will _________.
Fail