Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode.
Bad Luck in Prospecting
- Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem.
- When it comes to cognitive dissonance, it’s basically a thought, a theory, or an idea that can be opposed to the reality we want to achieve. You can’t have two opposing thoughts going on at the same time.
- When prospecting, a sales rep will believe that someone will, or will not, pick up the phone or answer the door. There are these two opposing forces within each salesperson.
- When a sales rep leans into a more optimistic point of view, it changes the way they perform, their demeanor, confidence, and the words they say.
- The optimists are probably the most willing to solve the clients’ problems and more willing to help other sales reps who are struggling in prospecting as well. That optimistic nature is felt by the prospect and the prospect is more likely to respond positively.
- Sales reps shouldn’t listen to their negative thoughts or to their bad wolves. Lessen “bad luck” by lessening cognitive dissonance and not feeding the more negative aspects of your mind.
Get rid of bad luck in prospecting
- Focus on the most important things. The brain doesn’t have any idea what’s real and what’s not when it comes to perceiving the truth so you need to define the reality you want your brain to follow.
- Your chances of performing better in your prospecting increase significantly when you’re feeding the right thoughts.
- Surround yourself with people who help you develop a positive outlook on prospecting.
- Become a part of the sales community that help you and look for programs to learn more about how to prospect effectively.
- Luck is the intersection of opportunity and hard work. Focus on the positive side aspects of the work and your success.
- Believe that you can do it and start thinking accordingly. Your actions will follow.
“The Real Reason Why You Are Having “Bad Luck” When Prospecting” episode resources
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