Resources from Gary O'Sullivan
Your Personal Sales Trainer
Sunday, May 22, 2011
Reluctance to Prospect
You can manage your reluctance to prospect.
The reluctance to prospect is a thought process that—if accepted—can derail your future. You can effectively manage prospecting reluctance once you make the conscious decision to succeed.
What does it mean to manage your prospecting reluctance?
Make a daily goal
If you have a daily goal that says you will prospect, establishes the number of new prospects you want to obtain, and sets the time to start . . . start!
Make a clear path
Know where and how you are going to prospect—every day. Just as if you were mapping out a trip, map out where you want to go and how you are going to get there.
Make a commitment
Don’t let stuff get in your way. Make a commitment to yourself, your future, and your income that you will prospect every day. If you make and keep a commitment to prospect, you will have effectively managed the reluctance not to prospect.
Remember what William Wrigley, Jr., and Jim Rohn said about reluctance:
A man's doubts and fears are his worst enemies.
Without a sense of urgency, desire loses its value.
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.