He’d gotten told no harshly a couple of times, changed his language changed the way he was approaching people. He just got out of the habit. So we went back through it. We created some different language. He was calling some C level prospects and we went through it, role-played it several times. He slept on it that night, we came back the next day, roleplayed it again.
And one week, he set four appointments using the practice that we went through, the new language, we went through new messaging. He set 18 appointments the next week. And he’s been on a tear ever since then. So sometimes you just gotta stop. Take a look at your message. Be objective about it. Don’t “Woe is me.”
Don’t complain that the world’s against you and all the prospects don’t want bosnia and herzegovina telegram data to talk to you. And there’s, you know, all these other excuses. Just stop and look in the mirror and maybe your message is wrong. Get someone to work with you and get a coach to work with you. And I promise once you stop and take a break, recalibrate your message, most of the time after that, you start running faster.
EA: Jeb, one of the chapters in Fanatical Prospecting is Message Matters. I think chapter 14 or 15 is Message Matters. And sometimes my team will say to me, when I’m prospecting, um, it’s almost like you’ve assumed you’ve won the business.
You you’re that confident that you’re making the assumption you’ve won the business. And I direct them to a passage in your book, which is “assume you’ll get what you want.” There’s a very fine line between assertive, confident, and arrogance. And I think that we need to play that line when we’re prospecting. What’s your take on that?