Identifying More and Better Opportunities, On Purpose with Jordan Mullet

Every salesperson knows they need to prospect. And yet it’s often the task we avoid the most. We tell ourselves people won’t answer the phone, emails will be ignored, gatekeepers will shut us down or we’ll hear “no” again. Pretty soon, we’ve built a pretty convincing case for doing nothing. The problem is, your pipeline doesn’t particularly care how you feel about prospecting.In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, talks with Jordan Mullet, partner and trainer at Sandler by the Ruby Group, to talk about why prospecting creates so much resistance, even for experienced salespeople.A bad call doesn’t make you a bad salesperson. A lost opportunity doesn’t reduce your value. When you can separate who you are from how you performed today, you become freer to take risks, make mistakes and keep going. Prospecting may never become your favorite part of sales, but you don’t have to feel good about it before you do it.Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida7 Takeaways— Action can come before confidence. Waiting until you feel ready to prospect can make the resistance stronger. Taking action can actually change the way you feel.— Don’t let a full pipeline fool you. Today’s business doesn’t guarantee tomorrow’s. Consistent prospecting helps prepare you for changing markets, customers and competition.— Stop demanding a sale from every contact. Prospecting is a first conversation, not a marriage proposal. Look for enough interest to determine whether another conversation makes sense.— Plant more seeds. You can’t know which prospect will respond, which relationship will develop or who needs what you offer. Your job is to consistently create opportunities to find out.— Redefine the win. A prospect who now knows your company exists can be progress, even if they didn’t immediately respond or buy. Prospecting works through a series of steps.— Separate your identity from your performance. You have value regardless of whether today’s call went well. Failure at an activity does not make you a failure.— Do the behavior and let the results follow. Like calling yourself a runner because you got up and ran, being a salesperson means doing the work — including prospecting — regardless of how today’s results turn out.——————-Helpful Links:Jordan Mullet, Sandler by the Ruby Group: https://go.sandler.com/therubygroup/Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/