Sale professionals can follow every prospecting protocol and come up empty-handed if they approach this critical aspect of selling with the wrong attitude.

Prospecting, like anything else, can be viewed positively or negatively.

“How we feel when we start to prospect is going to impact our success”. “You have to possess a belief that what we are doing is actually helping people. It doesn’t matter what it is that we’re selling. What matters is that we’re solving a need for a prospect. If you start thinking of prospecting as just a numbers game, you won’t have much success.”

Your prospecting results are highly influenced by attitude. Determination, perseverance, enthusiasm and a positive attitude are the backbones of prospecting success.

Because prospecting is both art and science, the correct mindset leads to successful prospecting – and ultimately more lucrative sales.

For leaders, encouraging sales professionals to “keep their chins up” or “look on the sunny side of things” – especially after rejections – is ineffective at setting the right attitude.

Here’s what actually works for sales professionals:

• Recognize your limits. Do you remember how many times you were cut off in traffic this morning? Or how many people let you in? Does the one thing that didn’t taste right at lunch linger on your mind? Alternatively, are you thinking about what tasted great? Some people notice and focus on the bad stuff. Recognizing that you’re inclined to think negatively is the first step to gaining a positive attitude.
• Maximize your successes. People tend to minimize their successes (in life and work) because they don’t want to sound egotistical. You want to stop short of gloating about success, but don’t bury it. Talk about a success once, the efforts you put into it and what you learned from it. Then keep it in your mental suitcase to review when you need to get in the right mindset.
• Get a broad perspective. When it comes to building and maintaining the right attitude, you are the company you keep. If you hang with Debbie Downers – who bemoan prospecting and its results – your attitude will suffer. And if you surround yourself with someone – who see no fault ever – you’ll likely end up with a false sense of security. Surround yourself with people who have different perspectives on your work and goals. Sometimes you need a negative outlook to temper an overzealous attitude – or vice versa.
• Practice gratitude. When you’re thankful for people, things and experiences, express it. Telling others that you’re grateful helps you gain respect and create positive experiences, which you can call on to maintain a positive attitude.

Resource: Adapted from Internet