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full syllabus for Tech-Powered Sales techpoweredsalesbook.com my bestselling book on #revops #thejmm
Prospecting:
* Predictable Revenue by Aaron Ross
* Predictable Prospecting by Marylou Tyler
* Fanatical Prospecting by Jeb Blount
* COMBO Prospecting by Tony J. Hughes
* How to Get a Meeting with Anyone by Stu Heinecke
* New Sales. Simplified. by Mike Weinberg
* Predictable Revenue by Aaron Ross
* Predictable Prospecting by Marylou Tyler
* Fanatical Prospecting by Jeb Blount
* COMBO Prospecting by Tony J. Hughes
* How to Get a Meeting with Anyone by Stu Heinecke
* New Sales. Simplified. by Mike Weinberg
Cold Calling:
* Smart Calling by Art Sobczak
Qualification:
* Addicted to the Process by Scott Leese
Negotiation:
* Never Split the Difference by Chris Voss
* Smart Calling by Art Sobczak
Qualification:
* Addicted to the Process by Scott Leese
Negotiation:
* Never Split the Difference by Chris Voss
polarity shifting #thejmm #salestips
Polarity Shifting
The entire space of cold call templates has focused on “The reason for my call” — jab-jab-hook.
It’s solely focused on the caller and not the prospect.
The entire space of cold call templates has focused on “The reason for my call” — jab-jab-hook.
It’s solely focused on the caller and not the prospect.
It causes friction.
Your entire goal should be to keep the prospect talking. When applying RRM — during Routing and Ruin stages, you will feel the polarity shift.
You are no longer pushing on a rope.
The prospect is now pushing you to sell them.
Your entire goal should be to keep the prospect talking. When applying RRM — during Routing and Ruin stages, you will feel the polarity shift.
You are no longer pushing on a rope.
The prospect is now pushing you to sell them.
