The Last Prospecting Guide You'll Ever Need by Bob Burg

Author:Bob Burg
Language: eng
Format: epub
Publisher: Sound Wisdom
Published: 2013-08-28T04:00:00+00:00

HAVE YOU HEARD THE ONE ABOUT THE...

Let me explain it this way. Has anybody ever asked you if you knew any good jokes? Now, you probably know plenty of good jokes, but can you actually think of one when someone asks you? I can’t.

Here’s another example. One night I called my local golden oldies radio station and requested a particular song. The announcer told me they no longer carry that song on their play list. “But” he asked, “Do you happen to know any other oldies you’d like to hear?” I can tell you right now that I know hundreds of oldies I’d like to hear, but could I think of even one at that moment? No way!

It’s the same when we ask people if they know “anybody” who could benefit from our products or services. Most likely they know plenty of people who could, or who might. Try to get them to think of even one person at that time using that methodology, however, and it’s probably not going to happen.

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