Prospecting is ALL about mindset. This week, we give you some tips to develop a positive prospecting mindset through expectancy.
Expectations Breed Disappointment
Salespeople can set unrealistic expectations. These can lead to the path of disappointment. Think about this. A salesperson makes phone calls expecting a sale every call. It’s the wrong mindset. Realistically, all sales do NOT come that easily.
Expectancy: A Prospecting Mindset
A good conversation. Forward progress. Consistency. Set the expectancy for a prospecting call to be any or all of these. You will create an attitude and mindset of expectancy. That generates hope. And it will lead to sustainable sales success.
Consequently, this attitude of hope can also transfer to the prospect. Their expectancy of consistently good interactions with your team will lead to the right sales relationship. And the hope for successful sales will turn into reality.
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