How to Have a Mind to Prospect

Do you have a mind to prospect? In my most recent book, A Mind for Sales, I talk about prospecting being one of the key pieces within sales. Right now, I’ll walk you through 10 things that you need to do in order to have a mind to prospect.  
Video:  How to Have a Mind to Prospect:
1. It’s only a conversation 
All you’re doing is talking to somebody. Far too many salespeople put an unnecessary amount of stress on the phone calls that they have to make. No, you’re not going to create world peace. No, you won’t solve world hunger problems. It’s just a conversation, so relax. Some of your conversations will go well, and some won’t. It’s ok.
2. Know your objective  
Before you make the phone call, know what your objective is. Often, salespeople think they’re going to go all the way to get the sale. Unless you’re in a very