Prospecting and How the Top Performers Do It

There are three big reasons why most salespeople fail to prospect.  Ask yourself if this is you:
You dread prospecting and will make sure you’re occupied dealing with other things to keep you from having to prospect.
You expect others in your organization to prospect and deliver qualified leads.
You talk about prospecting but never do it because of other priorities (excuses).
These three excuses simply do not enter into the mind of a top performer.  Top performing salespeople don’t view prospecting as an afterthought. They view it as a service in helping others.   You see, the mind of a top performer doesn’t see prospecting as an activity, but rather as a lifestyle.  They see it as the first step in allowing them to help others.  They know what they do helps others and they embrace talking to prospects. Yes, even interrupting them when they weren’t expecting a call.
Check out this 97 second video