The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode.  Bad Luck in Prospecting Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem.  When it comes to cognitive dissonance, it’s basically a thought, a theory, or an idea that can be opposed to the reality we want to achieve. You can’t have two opposing thoughts going on at the same time.  When prospecting, a sales rep will believe that someone will, or will not, pick up the phone or answer the door. There are these two opposing forces within each salesperson.  When a sales rep leans into a more optimistic point of view, it changes the way they perform, their demeanor, confidence, and the words they say.  The optimists are probably the most willing to solve the clients’ problems and more willing to help other sales rep