Prospecting is a Conversation, Not an Interrogation

Are you one of the many salespeople who knows they need to prospect but are afraid to? You rationalize away why the prospect you need to call isn’t going to become a customer. Your mind lights up with countless reasons as to why calling the prospect is a bad idea. You settle the argument in your mind by deciding to send the prospect a lame email. Then, you send the email and think mission accomplished. Of course, the email doesn’t generate a response so your mind kicks in and says, “I told you this was not worth the time.”
Did I just describe what goes through your mind on a regular basis? Prospecting is not the big bad evil activity you or anyone else has to dread. Let’s put it into perspective. What you do is not going to create world peace, change the course of mankind, or even get your