Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

CHAPTER 6CIRCLING THE WAGONS

You have to be delicately irritating to get in front of a prospect.

Originating in the Old West, where pioneers would circle their wagons for protection from attack, this strategy is about looking for protection and getting defensive and ready for an attack.

You as a sales professional need to break that circle and get inside your prospect’s circle. You need to use any means possible to “attack” the prospect, create a tremendous amount of value, and ask for the appointment.

Think back on all the people in your life ...