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.)

Ex-sales managers, sellers, and senior leaders have written much about prospecting. But it’s the psychologists who offer the best insights into how sellers like you can fight through prospecting aversion. You don’t have to spend time on a couch talking about your dreams, just appreciate a few truths about behavioral modification.

This is not a blame game. This is a change game. What will you change that commit you to spending more prospecting time?

Like deciding to have 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 stuff you have to do to reach your goals.