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.