Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

He described seven core dimensions of mental toughness:3 Self-confidence Attention control Minimizing negative energy Increasing positive energy Maintaining motivation levels Attitude control Visual and imagery control

In sales you can only control three things: your actions, your reactions, and your mindset.

Persistence is the fuel of winners.

In sales, success is paid for in advance with prospecting. You will never excel at anything if you don't put the hard work in first.

Desire The great Napoleon Hill said that “Desire is the starting point of all achievement, not a hope, not a wish, but a keen pulsating desire which transcends everything.”

Prospecting creates adversity. There will be hurdles, roadblocks, disappointment, and loads of rejection. There will always be a mountain you'll have to climb and an uphill battle you'll have to fight. There will always be a temptation to slack off. There will always be an excuse for why you can't do something. There will always be something more pleasurable in the short-term than sacrificing in the long-term for what you really want.

Outlearn = Outearn

remember that just because you are a winner today does not guarantee that you will be a winner tomorrow.

They view each victory as a small step toward new goals.

When it is time to go home, make one more call.

How bad do you want it?