In This Chapter
• Become a fearless prospector
• Uncover your passion for prospecting
• Get yourself out of your own way
• Discover what fear can teach you
• Boost your confidence
At this point, it’s a safe bet that you’ve recognized that some things have got to change. Whether it’s your attitude surrounding prospecting, your prospecting activities, or both—to experience greater selling success, change is inevitable.
Chapter 1 discussed how uncomfortable change can be, and introduced one mantra for generating desired, worthwhile results. That is, get comfortable with being uncomfortable.
The question is: What exactly makes change so uncomfortable? Why are we so resistant to change? Quite often, the root of apprehension ...