Prospecting is all in your head. 

We can have a great cadence, a great system, tools, you name it. However, if your head is not in the right place, you’re not going to be able to perform. 

Some salespeople are afraid to pick up the phone and call a prospect. So they want to rely on automation via tools. Prospecting and sales is a person-to-person game, but the games begin in your own mind. Your mindset going in predetermines what you’re going to achieve coming out.

So how do you get your head in the right place? 

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1. Remember your objective.

Your objective is to help others see and achieve what they didn’t think was possible. That’s it. Your objective is not to sell them. 

But to do that, you’ve got to engage with them. The chances of them buying during the first call are slim to none. So your objective is just to engage them and to create a next step. 

2. Break it down into activities.

It becomes much more palatable if you can just focus on the next activity. If you think every call has to lead to a sale, you’re going to mentally mesh your mind up pretty quickly. 

Instead, focus on moving the customer through one step at a time.

3. Set early goals. 

Early goals might be: By 9:00 AM I want to do this, or by 10:00 AM I want to complete that. 

Think of goals that you know you can achieve. Why? Because it begins to help your mind thinking that you can win. Motivation creates motivation. Momentum creates momentum. 

Read more about the 10 AM Rule and other time management tips for salespeople here.

4. Write down your success list.

I was speaking with a gentleman the other day and he said, “I’m having a hard time prospecting because my head’s just not in the right place.” Hey, at least he was honest.  

Take that piece of paper and write down your five or ten best customers, and then next to that, write down the outcomes you helped them achieve. Not what you sold them, but the outcomes you helped them achieve. And then you give yourself a big hug. Focus on your success. Don’t wallow in your defeat. 


5. Create momentum with a cadence. 

The top performing salespeople have a routine that they never deviate from. They stay with it. 

If you’re a runner, let’s say you get up in the morning and you go run. I’m sure there are days that you wake up in the morning and you don’t want to run. One of the best ways to get out of that head space is to have a routine, because it’s just what you do. 

When your head is screwed on, it’s amazing how you’re going to listen better. And when we can listen effectively, you bet we’ll be more successful.

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Don’t Forgo the Follow-Up!


+What to do each time you follow up

+ How to be persistent and effective 



Find Ep. 155 on The Sales Hunter Podcast now.

Prospecting in December

Do’s and Don’ts for Year-End Selling

Learn why prospecting never takes a holiday.



Episode drops WEDNESDAY, 11/29/2023!!

The Most Comprehensive Prospecting Training Available.


54 meticulously crafted modules at your fingertips.

Click here to learn everything you need to know about turning prospects into profits.





Copyright 2023, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

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