By Leona Bently<\/p>\n
Albert Einstein once defined insanity as “doing the same thing over and over again, but expecting different results.” I’m sure he did not realize it at the time, but Einstein’s definition relates extremely well to the struggle all salespeople inevitably face: prospecting.<\/p>\n
All well tuned and seasoned sales experts will say that it only takes experience; getting nailed over and over again with disappointment to become calloused to the pain of failure. However, I believe that there is more underlying this problem than what is at the surface. What truly determines your success or fail in your everyday prospecting journey is this –\u00a0your mental outlook on how you respond to rejection and the sense of not making progress.<\/p>\n
Much like an athlete picking themselves up after a bad game or a slow race, we as salespeople have to become mentally tough to be able to come back to prospecting every day. This means you have to become attuned to the negative voices in your mind, the anxiety of assuming the worst, and the belief that each call will make or break you and remember that these are all lies. In the end, prospecting does not define you or your success nor does it strive to hurt others. If anything, prospecting will teach you valuable lessons that you can use for more than just becoming a better salesperson.<\/p>\n
So remember, take a deep breath, create a few goals, and don’t be afraid to get out there. The worst thing you can do is run.<\/p>\n