Prospecting can be a nerve racking experience for many in sales, especially outbound telephone prospecting, which explains why so few are good at the practice. The rejection, the unknown, the boss looking at you output and shaking his head, and clock on the wall ticking louder and louder. This triggers series of primal responses from nesting and protection to fight-or-flight. Let’s be clear, we’re not talking about fighting the customer, but fighting the desire to give up and go back to inbound prospecting, or perhaps flight to a better strategy and approach to telephone prospecting.
When the nerves kick in, we try to counteract it and comfort ourselves in the hope that things will get better. But hope is really not a path to successful prospecting, and the best comfort comes from having a pipeline full of real opportunities. Most of the other comforts are really there to make the prospector feel better, not necessarily to improve the scenario and results. To do that you have to actually go the other way. While being counter intuitive may not be immediately comfortable, it will lead to more opportunities, which will allow you to indulge in some real comfort, no matter what that is for you.