Book
Fearless Prospecting
Getting out of your way and into the game
This book offers a positive approach to helping you prospect at the upper ranges of your potential more consistently. Prospecting is understood as initiating social contact in a sales person’s role. The approach is positive in that it believes you already have what you need to be a successful prospector. The material in this book will help you maximize your prospecting potential and achieve a new level of success.
$25 (92 pages)
Contents
Chapter 1: Prospecting Psychology: Winning The Battle Within Introduction
- Performance psychology 101 / 2
- Four Choices High-Performers Make That Other Don’t / 6
- Performance with the sales culture / 9
- Common Self-Limiting Beliefs found in the sales culture / 13
- Beliefs of Great Prospectors / 14
- Parable of the Frog and the Scorpion / 18
- Self-reflection Activities / 20
2: Getting out of your way: Understanding the reluctant mindset
- the reluctant Mindset / 23
- Measuring Prospecting Anxiety / 28
- Your Prospecting Gremlin / 32
- Growing Your Guardian / 35
- Self-reflection Activities / 37
3: Getting Into The Game: Creating a Positive Prospecting Mindset
- The Performance Mindset / 40
- Enhancement Strategies / 43
- Fire All the bullets in your chamber / 53
- self-reflection activities / 54
4: Staying in the Game: Sustaining Excellence in a High-performance Culture
- The soup we are swimming in today / 56
- Model of (Im)Balanced Excellence / 58
- Self-leadership strategies / 60
- Self-management Strategies / 68
- Harnessing Your Personal Resources / 71
- Keeping your high-Performance Journal / 75
- Appendixes