Prospecting is all in our head.
We can have a great cadence, a great system, tools, you name it. However, if our head is not in the right place let’s face it we are not going to be able to perform.
Some salespeople are afraid to pick up the phone and call a prospect or get out of their car. So we want to rely on automation via tools. Prospecting and sales is a person-to-person game, but the games begin in our own minds. Our mindset going in predetermines what we’re going to achieve coming out.
So how do you get our heads in the right place?
Lett’s look at five ways to create momentum with our mindset.
1. Remember your objective.
Our objective is to help others see and achieve what they didn’t think was possible. That’s it. Our objective is not to sell them but to help. But to do that, we’ve got to engage with them. The chances of them buying during the first call are slim to none. So our objective is just to engage them and to create a next step.
2. Break it down into activities.
It becomes much more palatable if we can just focus on the next activity. If we think every call has to lead to a sale, we are going to mentally mesh our mind up pretty quickly.
Instead, let’s focus on moving the customer through one step at a time.
3. Set early goals.
Early goals might be: By 9:00 AM I want to do this, or by 10:00 AM I want to complete that.
Think of goals that we know we can achieve. Why? Because it begins to help our minds thinking that we can win. Motivation creates motivation. Momentum creates momentum.
4. Write down our success list.
I was speaking with a gentleman the other day and he said, “I’m having a hard time prospecting because my head’s just not in the right place.” Hey, at least he was honest.
Take a piece of paper and write down your five or ten best customers, and then next to that, write down the outcomes you helped them achieve. Not what you sold them, but the outcomes you helped them achieve. And then you give yourself a big hug. Always focus on our successes. Don’t wallow in our defeats.
5. Create momentum with a cadence.
The top performing salespeople have a routine that they never deviate from. They stay with it. If you’re a runner, let’s say you get up in the morning and you go run. I’m sure there are days that you wake up in the morning and you don’t want to run. One of the best ways to get out of that head space is to have a routine, because it’s just what you do.
When our head is screwed on correctly it’s amazing how were going to listen better. And when we can listen effectively, I bet we’ll be more successful.
Happy Selling,
David
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