Prospecting and Viagra

There’s this mystery to prospecting. You’ve got to be fearless, intrepid, creative, persistent, determined, aggressive, and organized. The toughest part of prospecting is maintaining the momentum consistently—keeping it going every day. There should be a Viagra for prospecting—how to sustain it and keep it going I can be fearless and have tons of energy for days and then wake up one day and things seem to fall apart and my dialing muscle is stale. Am I a Viagra candidate? No really, I really enjoy prospecting, that’s one of my favorite parts of selling- I’ve even been referred to as “lethal” over the phone. What attracts me to prospecting is probably the same things that attract people to golf. Not that I play golf but some of the best salespeople and VP’s of sales are totally into golf. Why? Because it’s a mind game, it’s a game of skill, patience, precision, and focus. And that’s where prospecting comes in—the focus part. I’m just a curious person and like to talk with a lot of people and learn what’s up in their world and what they need. Sometimes, by calling 20 people who all say the same thing, I gain new insights on my programs and directions and reinvent my direction. So how do I keep my prospecting muscle alive? A heavy reliance on the reward system. Not big rewards,  just small ones. Crunchy food is usually a reward, a chai latte, on-line shopping, a long walk.