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.
Good prospecting starts with a good attitude; 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 executives have written much about prospecting. But the psychologists 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 tactics that must be done to reach your goals.
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Tomorrow - December 6
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Open your eyes on "Closed-Losts"
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Today - December 5
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SAVE your end-of-year commish
Playing for extra cash every 90 days is a golden opportunity to create freedom both today and tomorrow. Tithe at least ten percent of each commission check.
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December 4
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Time mgmt: slow down December
Regular and consistent focus on priorities and decision-making removes the sting of disappointment you might feel when appraising your time management skills.
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December 3
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Your REALLY fun holiday party (??)
Where else are ya gonna wear your bad holiday sweater that Aunt Alice bought you last year? Proudly wear it at your office holiday party in her honor…make Alice’s year!
"Your network is your net worth." – Tim Sanders
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