Wednesday, 5 February
Today's Topic
No, no, no...you LOVE 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 - February 7

"Umm, could you repeat that?"

Today - February 6

Pitch meeting management musts

Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!

Read More

February 5

No, no, no...you LOVE prospecting

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.

Reading Now

February 4

Buyers hold your pipeline truth

You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.

Read More

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

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