We are going to speak about mindset throughout this book and the impact it has when it comes to driving net new business. The word mindset, as used in the context of this book refers to:
1. A mental inclination, tendency, or habit
2. A fixed state of mind
3. A particular way of thinking: a person’s attitude or set of opinions about something
In the course of training a multitude of salespeople across the globe, one of the things we have discovered is a lack of mindset when it comes to achievement, particularly when it comes to prospecting achievement. Generally speaking, ...