The Single Most Important Element in Your Prospecting Mindset

The last four letters in the word enthusiasm are IASM –

 “I am sold myself.”

When you are sold on what you sell, it makes prospecting a lot easier. How did I get sold on what I sold? I began to learn more about my clients and how our process added value, helped them to solve their problems, and gave them some of the business outcomes they were looking to achieve. We were making a difference and what we were doing for our clients affected my mindset about prospecting.

I got rid of the sales self-consciousness that was holding me back. This let me begin to take the attitude that whenever I made a prospecting attempt, I was doing that prospect a favor as opposed to being an interruption in their day.

Any problem was within those six inches between my own two ears.

When you have the RIGHT MINDSET, your beliefs come through in your ENTHUSIASM, and ENTHUSIASM sells.