If we shift our perspective and think of lost sales as opportunities to learn and adapt, we have much more to gain. I recommend asking yourself these questions to learn from “no.”

When challenges arise, it’s easy to get defensive and complain, but when the going gets tough, the tough get going. The tough view obstacles as opportunities. Sometimes we all need an attitude adjustment.

Stop worrying about the budget and start talking about solutions to problems that were previously impossible to solve.

No matter what you do, or how much effort you exert, in the end, it is your prospect’s decision. You must remove your ego from the sales process and realize there is a limit to what you can do.

You have to do the hard work up front to understand the challenges your customers face, and how you’re uniquely positioned to help them. What do you bring to the table that nobody else does?

I’ve written a lot about the necessity of a positive attitude for success. There just isn’t any way around it. You’ve got to build one, then work your tail off to maintain it.

Your prospect doesn’t care about your product. What they care about is how that product is going to help them achieve their goals– as specifically as possible.

Prospecting methods have evolved over time and continue to differ across industries, but the principle remains: the mode doesn’t matter as much as the message.

You probably don’t ask your prospects directly on sales calls, “Can we get vulnerable for a minute?” But in reality, that is what you’re requesting. Vulnerability.

Maybe you have a verbal commitment. Maybe you’ve followed up a few times. Maybe you’re considering moving on to a new prospect because you just can’t seem to get through. It seems they’re just not that interested.

The key to getting home is not a frantic push. It’s patience, and the confidence that you’re doing the right things with the right people to accomplish your goals.

Keep these philosophies in mind on your next prospecting call and during every interaction you have…

Successful sales prospecting starts with understanding your unique value proposition.

The strongest connections I’ve ever created have all started as a result of me giving in some way to the other person FIRST.

I was recently asked this question, and I sat down to try and come up with a definitive group. I’ve got to admit, after an 11+ year career of sales and challenging myself to get better, I’ve got quite a library to narrow down.

I believe momentum doesn’t just happen to you. If you want it you have to create it yourself, right now, by getting up and getting started.

Sales is a results-oriented game, so it’s easy to focus on the results and assume that with your eye on the prize, everything else will magically fall into place. That’s only partially true – it’s not the whole story.

You’d be surprised to find out how often that attitude check at the door is all that stands between you and what you want.

I want to challenge you to think about the thing that is holding you back. 99% of the time that thing is you, and it’s time you stopped making excuses.

Within weeks of employing this system, my effectiveness was off the charts, and everything seemed like a win. I doubled the business in my new position in less than six months.