Factor #1: Is prospecting worth your time?
Many times companies and managers aren’t setting their sales people up for success. As a sales professional, you have tons of other responsibilities and tasks that you have to accomplish during the work day.
Because of this, many times these other tasks can actually be a distraction from the main job that you get paid to do.
Prospecting is the one essential skill you need to master when you are trying to grow and expand your pipeline. And we all know that if you are not growing your pipeline, then your pipeline is dying.
To make prospecting a priority, you have to reframe your approach to prospecting. You can do so many things with your time, but you have to understand how to make the most of the time you have for prospecting.
To flip the psychology of your brain in how you approach prospecting. Envision a deck of cards and and ace represents an appointment. You know that there are 4 aces in each deck of cards.
You may go through dozens of cards before you pull an ace. The more cards you pull, the closer you get to that ace. So, the further you get into the prospecting process, the more it should energize you because you are that much closer to setting up an appointment.
Putting an ace from a deck of cards up in your workspace is a good visual reminder of your most important task.
When you reframe the “no’s” you are getting as an expected part of the process, you can prevent them from taking a toll on your confidence and mindset.
Another reframing tool is to think of a bag of money in a locker. If you knew there was a million dollars in a locker, would you go to the locker to get the money? Of course you would!
But, what if that locker full of money was thousands of miles away from where you live, and it required hours of travel and various modes of transportation. But once you go to the locker full of money, that million dollars is yours, would the trip be worth it? You bet!
If you know there is a process that you have to go through in order to get to an end result, then going through the process becomes so much easier mentally.
We know prospecting is a numbers game. The more calls you make, the closer you will get to an appointment.
Factor #2: Confidence in your ability to execute
In our minds, we say things to ourselves each and everyday that we would NEVER allow others to say to us. So, don’t allow yourself to get away with that!
If you make a call and fail badly in your prospecting attempt, even if you spent time improving your prospecting and called again at a later time, that prospect isn’t going to remember that it was you who they hung up on a couple of weeks ago.
Someone would have to hang up on you 3 or 4 times in a short period of time, before they would even realize it’s the same person they are rejecting. So time between calls sort of wipes the slate clean you and you have a new chance to be successful!
Deconstruct why you are not confident in your prospecting. Bring up all
your own objections – you don’t know who your competitors are? Maybe you don’t know good stories to tell to draw them in. Maybe you aren’t familiar with the outcomes of their particular vertical.
So, now you can go do what you need to do to overcome your own objections to prospecting. Now, you are prepared to handle anything.
Questions to ask yourself:
When have you been the most confident in your prospecting?
What do the top reps do to gain confidence?
What environment makes you the most confident?
What would it take for you to be confident in your prospecting?
Get these answers for yourself and use these answers to reframe your mindset about prospecting.
This can completely shift your attitude towards prospecting and change the whole trajectory of your sales career.
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