The 8 Sales Prospecting Mindsets of Top Earners Pt 2: One Prospect

By Jeff Shore

We all know that quantity is significant when talking about prospecting, right? You’ve got to have the numbers. But there’s one number that’s more important than all the rest. The number one is the one prospect you’ve got in front of you right now.

One of the things that we know about prospecting, we hear it repeatedly, is that prospecting is a numbers game.  Have you ever heard that prospecting is a numbers game? So is that true? Is it a numbers game?

Well, it’s half true, or more specifically, half of the truth. There’s no question about it, quantity counts. But we need to look at the quantity of just pounding out call after call and pay attention to the quality. How do we do that? How do we make sure we are protecting both quantity and quality? I’m suggesting the mindset at the beginning is not, “I’m going to make ten calls, darn it.”

If you take on that mindset, you end up trying to get through the ten calls as quickly as possible. The right mindset is to say, I’m going to make one very high-quality call, and I’m going to do that ten times. 

If you talk to a serious golfer competing in a tournament, ask what is the most crucial shot you’ll have all day? They’ll always say the same thing. It’s the shot that’s in front of me right now. Every shot counts.

That’s how we want to look at it when it comes to prospecting. We have to think about quality first. You will diminish your quality if you’re just trying to get through the numbers. So take whatever number you have of the call you need to make, but look at it and say, I’m going to make one high-quality call, and I’ll do that ten times.

Now, that means you’re going to make your high-quality call. You’re going to take that mindset into the call. Even if you don’t get great results, even if all you get is a voicemail on that call, you need to reset your paradigm when that call is over. You need to look at what you have to say, “I’m going to make another high-quality call. But this is the most important call.”

Every single call is the most important call.

You don’t want to sound like a robot. You know what it’s like when somebody calls you, and you feel like they’re reading out a script. That’s not what you want to do. That’s not the person you want to be.

You want to look at it and ensure that every call is high-quality. Think quality first before quantity.

That’s what I want you to practice now. I want you to look at it and recognize that you must reset every call. And why? Because every prospect counts. Every prospect is unique. Six-figure salespeople understand that they have to take every single call and make it the most important call they will make that day.

Until next time, learn more to earn more!

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About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.