Having the right mindset during phone prospecting can sometimes be the difference that takes you to the next level. In this video are some tips to help you improve your mindset.

 

Increase Your Value Awareness

When phone prospecting, you can receive a lot of negative feedback from prospects, ranging from outright rejections to simple lack of responsiveness. As you experience this, you can begin to feel like what you are selling is not valuable or worth much, and that nobody wants what you have to offer.

You need to avoid this line of thinking, as it can affect your confidence and what you say when talking with prospects.

Your products and services offer value to your buyers. Being fully aware of this value can help you have the right mindset. We call this increasing your value awareness.

 

View Yourself More as a Helper

If you can truly operate with a high level of value awareness when phone prospecting, you will see yourself shift from trying to talk prospects into wanting something to looking for the people who need the help you have to offer.

This can totally change how you view conversations with prospects. Think of a slice of the total group of prospects that you cross paths with who truly have problems that you can help to fix, and these buyers need your help.

When you are phone prospecting, shift your mindset to realize that you are not chasing or convincing prospects; more importantly, you are just trying to find the buyers who need your help.

 

Avoid Using Weak Language

Part of shifting your mindset should include changing the language you use. Someone chasing prospects and trying to talk them into something will say very different things than a salesperson who is looking for the people who need their help.

Here are some examples of weak language you should avoid that do not fit someone with a high level of value awareness.

I know you are busy right now.
I am sorry for the interruption.
I will only take few minutes of your time.
Did I catch you at a bad time?
I am sorry to bother you…

 

Shift from Picking Fruit to Planting Seeds

Many salespeople approach conversations with prospects with a picking-fruit mindset. In other words, they go from prospect to prospect looking for those who are someone that they can sell to and someone who is ready to buy.

You can improve your mindset by shifting toward one that aligns more with planting seeds. When you plant seeds, you don’t know which ones are going to sprout and bear fruit. You don’t look that far down the road. Instead, you plant more seeds than needed and give them the attention and care that they need in order for a portion of them to successfully proceed through a process that leads to fruit being produced.

If you apply this same mindset to your phone prospecting, you can operate with more stability and a stronger frame of mind.