You’re behind on the number of calls you need to make for the week. Worse yet, the quarter is nearing an end and making that number is looking impossible. Is this you?
You will never have anything to close unless you first start to prospect, but just because you have a list of leads doesn’t mean they are going to instantly become customers.
As much as sales process is a mindset, I believe prospecting is at the top of the mindset. If you don’t have the right mindset to prospect, then there is little chance you’ll prospect. This then translates into even less to close.
How do you create a prospecting mindset? First, thinking you don’t have to answer this question is a mistake. Prospecting is not an activity of just going through the motions. No, it’s about engaging, connecting, and setting the table to create value.
You know I talk on the prospecting
