Pushing Through the Prospecting Drought: How to Keep Going When Nothing's Working | Donald Kelly - 1890

Tired of endless voicemails and angry prospects? Even studies show that the most troubling part of the sales process for sellers is prospecting.

I have four tips in this episode to help you out. Go ahead and give it a listen, it’ll give you the strength to keep pushing through and land more deals.

Stay Motivated

• What I like to do every morning is say a little prayer. This helps me get ready for the day and work on getting more clients.
• Even if you’re an atheist or practice a different faith, you can still do affirmations to help send out positive vibes.
• Set a goal in the morning to pray or say mantras to set a positive focus on your subconscious thinking.

Have a Checklist

• I like to use my sales planner to create a goal to help me push through prospecting. For example, I might say I want to do 20 meaningful outreach activities and get at least five conversations with the end goal of gaining at least one appointment. This simple task keeps me focused on prospecting to reach my goal.
• Try reading the book Go for No by Richard Fenton and Andrea Waltz to help you push through the “nos” to get to the “yeses.”

Use Call Openers

• I tested some call openers in episode 1887, and a lot of the time they do work. Test them yourself and see how they work for you the next time you do cold calling.

There’s Always Success

• You might be going through the storm now, but it won’t always last. Eventually, you’ll be seeing sunny days and rainbows in your career as long as you push through and don’t give up.

"Our solution serves a purpose, and our job is to go out there and find the person who needs it. Saying that mantra each day helps you perform better in your prospecting." - Donald Kelly.

Resources

Curious how "no" can lead to "yes"? Check out Go for No!

For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.

I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.