Most pro sports athletes say that to master the sport they play and become the best in the world at it, is all about mental attitude.
Successful prospecting is like that. It's a mix of homework, talent, and attitude. Homework for a ProActive salesperson is a mix of War Books, Power Hours and your ProActive Sales Matrix. Talent comes from speaking the 3 Languages and using good Value Star questions. But attitude is what really counts. A salesperson must have the correct, positive attitude toward prospecting.
Many believe the reason salespeople prospect is to make the sale. This is a very straightforward, one sided and nonproductive way to look at prospecting. Prospecting with the goal of having to make a sale puts a tremendous amount of pressure on a salesperson.
"If I don't get this person to call me back, then I won't make a sale, and I won't make my number for the month, then I won't make my quota, then I will get fired, then I will be out of work and have to look for a new job..."
Whoa. That's a lot of pressure to put on your back. Salespeople who are good at it have the right Prospecting Attitude:
"I am contacting you because I believe you have a need. I may be able to make you money and solve a big problem for you. We might be able to help you satisfy that need. Let's have a conversation to see if there is a mutually beneficial reason for us to start a discussion."
Quick reminder - A need and the satisfaction of that need are directly dependent on what level you are calling on in an organization. The User, VP and C-Levels all have very different needs. While they should all be approached in the same manner, what you say to each should directly relate to the three languages.
Timing is a critical element as well. Sometimes the folks you're prospecting don't have a need RIGHT NOW. Too many salespeople say something like, "I called them a year ago and there was no interest. I'm not going to waste my efforts on them again." This is a poor Prospecting Attitude. The timing wasn't right and the salesperson took it personally.
The right Prospecting Attitude must be,
"Hi, this is what we do, and based on some homework I have done, this is what you do. Is there a reason for us to get together?"
If the answer is no, and your initial homework is sound, it can be:
- Wrong timing - try again in a month
- Wrong person - you need to find the person with the motivation
- Wrong approach - What language are you speaking?
For now, salespeople MUST believe.
Your attitude must be that you are prospecting to assist both sides mutually. You owe it to your prospects to make what you are selling available to them!