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

ALL ABOUT YOUR OPENING STATEMENT

In his book Blink, Malcolm Gladwell introduces the concept of rapid cognition. Gladwell defines rapid cognition as “the kind of thinking that happens in the blink of an eye. When you meet someone for the first time, or walk into a house you are thinking of buying, or read the first few sentences of a book, your mind takes about two seconds to jump to a series of conclusions…. Those instant conclusions that we reach are really powerful and really important and, occasionally, really good.”³

Besides actually sitting down and doing it, nothing is more important in targeting and prospecting than developing an attention-getting opening statement that stops the target in his or her tracks. You may think of the opening ...