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Review of Fanatical Prospecting Financial Prospecting aims to teach the readers how to be efficient and effective with prospecting. The author acknowledges that prospecting is a hard, gruelling, rejection-dense work. But it is the price you have to pay to earn a high income. The Problem The main reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to prospect. The failure to do the little things every day will cripple your efforts to achieve your goals. In sales you are owed nothing! Thus, you need to go out there and make things happen yourself. Do not waste time on trivial things. Understanding what you are worth helps you gain awareness of the cost of focusing on trivial things. 7 Mindsets of Successful Salespeople 1. Optimistic and enthusiastic. 2. Competitive. 3. Confident. 4. Relentless. 5. Thirsty for knowledge. 6. Systematic and efficient. 7. Adaptive and flexible. Interruption is the Main Job in Sales To achieve sustained success in sales career, and to maximise income, you have to interrupt prospects. There is no perfect time to approach a prospect. Cold calling is not that hard; it is the interrupting. Sales representatives…

Review of Pitch Anything With Pitch Anything, the author wants to teach the readers frame control which will help to overcome the challenges in life and career. The Problem There is a fundamental disconnect between the way we pitch anything and the way it is received by our audience. Our most important messages have a surprisingly low chance of getting through because our highly evolved neocortex, which is full of details and abstract concepts, tries to persuade the croc brain, which is afraid of almost everything and needs very simple, clear, direct, and non-threatening ideas, to decide in our favour. Thus, the message should not trigger fear alarms. Make sure it gets recognised as something positive, unexpected, and out of the ordinary – a pleasant novelty. Characteristics of Croc Brain The croc brain (the source of your target’s first reaction to your pitch) is 1. Going to ignore you if possible. 2. Only focusing on the big picture and needs high-contrast and well-differentiated options to choose between. 3. Emotional, in the sense that it will respond emotionally to what it sees and hears, but most of the time that emotional response is fear. 4. Focused on the here and now…

Review of Crush Price Objections Crush Price Objections is a book about holding the line on prices and protecting margins for sellers. The author hopes to prepare the readers to handle a price objection than the buyer is to offer it. Sellers’ challenges One fundamental challenge of dealing with price objections is resolving differences in your subjective realities. Since the outcome is strongly tied to expectations, it is a good strategy to have positive expectations. Cutting and contracting is not the way to prosperity. We must expand, leverage, and sell our way to. prosperity. Buyers’ characteristics People make relative-value decisions – weighing what they want to acquire against what they sacrifice to acquire it, thus it is important to understand the context in which they make their buying decisions. Attributes that buyers value over price are quality, service, availability, and knowledgeable salespeople. Dissatisfaction drives change – people change when the pain is greater than the gain. Selling strategies Selling profitably requires changing the way buyers view things by stretching their time horizons from short- to long-term and enlarging the conversation from price to money. These 2 fundamental strategies – stretching the time horizons and enlarging the conversation – link all…