5 Ways to Win the Inner Game of Prospecting

It was 4 PM on a Friday. I needed one more cold call to hit my weekly prospecting activity goal. I was young in my sales career and every result mattered.

Sitting in my car staring at an industrial building, I considered driving away.

My thoughts were already giving me permission:

"They're going to throw me out."
"They don't need my services."
"What am I doing here?"

But I got out of the car.

I walked inside and asked to speak with the person responsible for payroll. The office manager appeared and said something I'll never forget:

"I was getting ready to call your company. Our payroll checks didn't arrive. Can you help us?"

I made the sale.

More importantly, I learned a lesson that has stayed with me throughout my sales career:

Activity creates opportunity—but our thought habits determine whether we take the activity.

As Og Mandino wrote:"I will act now!"

5 Prospecting Tips to Accelerate Results

1. Schedule the activity. Don't prospect only when you "have time."

2. Focus on what you control. You can't control the yes—you can control making the call.

3. Act before you feel confident. Action creates confidence, not the other way around.

4. Measure leading indicators. Track calls, conversations, meetings, and opportunities—not only closed business.

5. Be curious. Stop thinking, How can I sell them? Start asking, How can I help them?

Prospecting Traps to Avoid

Beware of catastrophizing and drowning in negative self talk before you've even made contact, allowing emotions to dictate activity, dwelling on past rejection, overcommitting until prospecting gets squeezed out, and staying "busy" with comfortable activities instead of revenue-producing ones.

I almost drove away that Friday.

Had I listened to my thoughts, I would have missed the opportunity waiting on the other side of that door.

Don't wait until you feel ready. Take the action. Make the call. Open the door.

I will act now!