Softening Targets With Prospecting Videos

Bulletproof Selling

There’s a phrase in the military called ‘softening the target’. It means prepping your target for the main effort so you have a better chance of success. In sales, there’s no better way to prep a prospect for a conversation than to allow them to get to know you ahead of time and show them you’re competent and bring relevant solutions. Fortunately, all of that can be done inexpensively with video. We sat down with Fred Copestake to learn how he advises his sales clients how to systemize great prospecting video, and it’s all in this week’s Bulletproof Selling podcast!