Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

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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, inclination, or intention” (reference.com).

Mindset is completely and absolutely within your control and drives both the actions you take and your reactions to the environment and people around you.

Success Leaves Clues

Success leaves clues. Highly successful people, from ancient philosophers 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 ...