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Fanatical Prospecting — Chapter-02: Seven Mindsets of Fanatical Prospectors
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2 Seven Mindsets of Fanatical Prospectors We like to think of our champions and idols as superheroes who were born different from us. We don’t like to think of them as relatively ordinary people who made themselves extraordinary. —Carol S. Dweck, Mindset: The New Psychology of Success Merriam-Webster dictionary defines mindset as “a mental attitude or inclination.” It can also be defined as “a mood, disposition, inclina- tion, or intention” (reference.com). Mindset is completely and absolutely within your control and drives both the actions you take and your reactions to the environ- ment and people around you. 9
Success Leaves Clues Success leaves clues. Highly successful people, from ancient philos- ophers like Aristotle to modern-day thought leaders, have always made the point that there is little need to “reinvent the wheel.” If you study what successful people do, you find patterns. When you duplicate those patterns, you’ll be able to duplicate their success. Developing and maintaining a fanatical prospecting mindset is the ultimate key to success in sales. This mindset keeps you focused, persistent, and driven to open doors in the face of inevitable setbacks, challenges, and rejection. When you adopt a fanatical prospecting mindset, you’ll grow in the face of adversity rather than shrink before it. I’ve spent a lifetime studying fanatical prospectors. Along the way I discovered seven core mindsets that define them. These are their success clues. Duplicate these mindsets and you’ll guarantee yourself success in filling your pipeline and crushing your number.
- Optimistic and enthusiastic: Fanatical prospectors have a winning, optimistic mindset. They know that negative, bitter people with a victim mindset do not succeed in sales. Fanatical prospectors attack each day with enthusiasm—fired up and ready to rock. They view each day as a fresh new opportunity to achieve. Because of this, they seize the day, brush past naysayers and complainers, and dive into prospecting with unequaled drive. Even on bad days they reach deep inside and find enough stored enthusiasm to push themselves to keep going and make one more call.
- Competitive: Fanatical prospectors view prospecting through the eyes of a fierce competitor. They are hardwired to win and will do whatever it takes to stay on top. They begin each day prepared to win the battle for the attention of the most coveted prospects, and outwit and outhustle their competitors at every turn. 10 Fanatical Prospecting
- Confident: Fanatical prospectors approach prospecting with confidence. They expect to win and believe they are going to win. They have developed mental toughness and the ability to manage the disruptive emotions of fear, uncertainty, and doubt. They leverage confidence and self-control to persuade prospects to give up time and resources to engage in sales conversations.
- Relentless: Fanatical prospectors have a high need for achieve- ment. They do whatever it takes to reach their goal. They never, ever give up believing that persistence always wins. They use rejection as motivational fuel to get up and keep going with a determined belief that their next “yes” is right around the corner.
- Thirsty for knowledge: Fanatical prospectors welcome feedback and coaching. They seek out every opportunity to learn and invest in themselves by voraciously consuming books, pod- casts, audiobooks, blog posts, online training, live seminars, and anything else they believe will make them better. They have an unshakable belief that everything happens for a reason and through this lens view setbacks as opportunities to learn and grow.
- Systematic and efficient: Fanatical prospectors have the ability to execute with near-robotic and systematical efficiency. They are skilled at their craft like a pro athlete. They protect the golden hours, block their time, and concentrate their power to tune out distractions and avoid disruptions. They systematically develop their prospect database to build more effective and targeted lists, and squeeze every moment from each sales day.
- Adaptive and flexible: Fanatical prospectors have acute situational awareness. Because of this, they are able to respond and adapt quickly to changing situations and circumstances. They leverage the three As in their approach to prospecting: adopt, adapt, adept. They actively search out and adopt new ideas and best practices, then adapt them as their own, and work at it until they become adept at execution. Fanatical prospectors are constantly trying new things and flexing with the world around them— whatever it takes to keep their pipeline full. They tend to be Seven Mindsets of Fanatical Prospectors 11
early adopters of new prospecting techniques, cutting-edge technology, and game-changing tactics. Look around you. I guarantee that you will find that the highest-earning sales professionals in your town, city, networking groups, and company are fanatical prospectors. From insurance to real estate to industrial products to software to mobile to autos to trucks to medical device and pharmaceutical—in every industry and every company—they share these seven mindsets. As you move forward through this book, use these seven mindsets as a foundational reference point to assess where you have room to grow and further develop your mindset. 12 Fanatical Prospecting