Good prospecting starts with a good attitude; it helps by repeating phrases like, "I will find a new BFFB (BFF Buyer) today." But talk is cheap, eh? …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 about prospecting. But it’s the psychologists who offer the best insights into 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 that commits you to spend 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 gotta do to find your BFFBs.