In this episode of Agents Influence podcast, host Jason Cass interviews Jennifer Hasan, Sales Trainer and Consultant at Prospecting Works. Jennifer talks about proper prospecting and communication. She also shares her knowledge and expertise in cold calling and the significance of having the right mindset to be a successful salesperson.
Jason introduces Jennifer Hasan. (1:01) Jason shares that discipline is needed when you're trying to prospect and even the best prospectors have to rely on discipline. (3:22) How long has Jennifer been an Android user? (3:40) What was the last app that Jennifer downloaded? (5:33) Jennifer shares that she’s always on the quest for difficult logic puzzles and it helps your brain to think in different ways. (5:42) Does Jennifer love to win or hate to lose? (6:33) What does Jennifer attribute to her success, skill or luck? (8:36) Jennifer shares that a huge percentage of top athletes came from homes where they were raised by single mothers, and came from really difficult places yet they achieved insane success. (9:44) Jennifer shares her background. (10:33) Jennifer shares that one of those freelance gigs she had, turned into a great job that led to her position as a Director of Business Development, for a marketing communication and design firm. (11:23) Jason mentions that when we're talking about business, we talk about finding the client and selling the client. (13:11) Why do people not like to cold call? (14:11) Is having a script one of the main things that you have to do to be successful? (16:10) Jennifer shares that when she writes scripts for her clients, she writes it with the client mind, she’s using words that make the client feel comfortable with them because you have to be authentic. (16:22) Jennifer mentions that it all goes back to being careful about who you're calling, what you're saying, and resisting the urge to call thousands of people. (19:55) Jennifer mentions that if you want a dream client list, then only call companies that would qualify for that dream client list. (20:52) Jason mentions that we can get better business by being proactive in our prospecting, rather than being reactive. (22:07) Who taught Jennifer how to cold call? (23:19) What's going on in somebody's head who's not successful, against somebody who is a successful cold caller? (25:04) Jason shares what he likes about cold calling. (25:49) Jason believes that not every agency should be successful in genera