On a sales call, especially a prospecting call, you must be emotionally unattached to the outcome. If you become attached to the goal of turning every prospect into a customer, you will surely be disappointed. Disappointment leads to frustration, which can lead to procrastination...and so, the downward spiral begins.

Selling is a sorting process. Initially, you separate out the unqualified prospects (suspects) and retain the qualified ones. Next, you sort out the prospects who are qualified to graduate to the customer level from those who aren't Obviously, the goal is to have as many prospects as possible reach the customer level. However, many won't make it.

So, be "attached" to the process, not the outcome. As long as you focus on and work the process, the desirable outcome will follow.

Jeremy Rawitz

Sales Strategy Corp.

jr@salesstrategycorp.com