15 (Sell): Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
30 Minutes to President's Club | No-Nonsense Sales
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Empathy-Driven Prospecting Strategies
This chapter discusses a human-centric approach to prospecting, emphasizing the importance of teaching and validating prospects' concerns. It introduces techniques like 'question stacking' and highlights the necessity of empathy to effectively handle objections during cold calls.
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