Take aways from FANATICAL PROSPECTING By Jeb Blount

Three P’s holding you back from dialing.

Procrastinating can't do prospecting all in one day. It's easy to say I'll dial the phone tomorrow. Putting it off makes things worse the more you put it off the harder it is to do. Does this sound familiar?  Tomorrow I will dial, someday I will sit down and write out my script or someday I will write out my goals.  As Tony Robbins says, the road of someday leads to an island of nowhere.

Perfectionism, instead of dialing you're too busy arranging the desk, studying each prospect or figuring out the perfect thing to say. At the end of the day, you only make a few phone calls. Then you go to your boss and complain that no one is answering the phone and in reality, you were too busy making sure your desk looked good.

Just dial and make the calls.

Analysis from paralysis. The things we say to ourselves to stop us from dialing sound like this. What if they say no, what if they're eating dinner, I'll call them tomorrow I don’t want to bother them. The sales Rep goes off on a tangent of what ifs and wants to make sure everything is perfect while making no calls.  The word NO scares so many people and it stops them in their tracks. 

Disrupting the three P's

Make one call then another and another.

Get excited to hear the word no because that means you’re that much closer to YES.  We will get into why they say no in a future post.  Allowing the three P's to get in your way comes at a cost.

Stay genuine!