Monday, 5 February
Today's Topic
Prospecting

Skill + Do

Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

Prospecting starts with attitude, as it only helps by repeating phrases like, "I can do this, I WILL do this." But it doesn’t get real until you start the DOing.

The sellers who continually hang out in the TOP 10% will tell you that prospecting perseverance is the number one skill needed to succeed in sales. (Objection handling is a close second.)

Much has been written on prospecting, but psychologists are those who offer the best insights on how sellers like you can fight through prospecting aversion. This has nothing to do with time on the couch; it’s merely appreciating a few truths about behavioral modification.

This is not a blame game. The game you should be playing is the change game.

What will you change in order to spend more prospecting time?

Start with a good attitude; deciding whether or not you want to excel at prospecting is just that, a decision. Everything else – tactics, emailing best practices, networking – is just a list of tasks that must be done to reach your goals. They’re important, but the attitude is the engine that drives the action.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

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"It has been my observation that most people get ahead during the time that others waste." Henry Ford

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