Prospect the Sandler Way: A 30-Day Program for Mastering Stress-Free Lead Development

by John Rosso

the sales process is not the place for us to get our emotional needs met.

Success in prospecting is more about core principles than it is about memorizing certain words.

Being yourself is, believe it or not, the biggest prospecting challenge of them all,

The belief ultimately determines the results.

we human beings are hardwired to look for reasons to hold on to existing beliefs, prejudices, and assumptions.

If we truly want to change the pattern and retire a limiting belief, we have to take action first.

If you muddle together your identity and your role, it’s very likely that you will stop taking (perceived) risks.

The first, and most important, thing you can do before you begin any kind of prospecting routine is remove all the stress and guilt from the process.

Discipline really does equal freedom,

be disarmingly honest.