And sometimes my team will say to me, when

[rifat28dddd]

EA: Jeb, one of the chapters in Fanatical Prospecting is Message Matters. I think chapter 14 or 15 is Message Matters. 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?

Jeb: Well, there is no more powerful position for a new zealand telegram data salesperson than relaxed, assertive confidence. And you’re exactly right. There is a difference between being arrogant and being assertive. And being relaxed, assertive, and confident, it’s in your tone of voice, it is your demeanor, it is the words that you use. It is your mindset going in.

Being arrogant is simply being an asshole. And no one wants to deal with an asshole. And we know what an asshole is, you know exactly what that is, it’s being combative. It’s being stupid. It’s treating your prospect as if they don’t matter. As if they owe you something. That is not the approach.

But there’s a difference between using weak, passive language: “Would it kind of be okay if maybe we could get together sometime,” and saying, “How about Thursday at two?” That’s the difference. It’s getting your language right. So for example, if the person says they’re not interested, being relaxed, assertive, and confident says, “That’s exactly what I figured you might say.” Because most of the time when I call people, the first thing they say is they’re not interested. And the thing that happens after they talk to me is that they learn that I can do these things for them.

That’s confident, assertive language. So you have to listen to it. Maybe even record yourself, listen to how you’re saying things. Listen to your tone of voice, listen to the words that you’re using, listen to your inflection. And if you’re in person, think about your approach and even the way that you shake someone’s hands. Are you approaching with your hands in your pocket or your shoulder slumped over? Are you sending out the message that you’re insecure?

Focus on being confident. There is nothing in the world that will get people to comply with your requests faster than being confident, and being assertive means getting over this internal feeling that you have, that you don’t want to be too pushy and just ask for what you want.