Let’s admit it. No salesperson likes making cold calls. Prospecting is perhaps the most stressful and anxiety ridden aspect to sales.
This fact brings us to Sandler Rule #7, “You Never Have to Like Prospecting, You Just Have to Do It.”
Sandler Trainer Bill McCrary explains that when people say they don’t mind prospecting, what they’re really saying is they are willing to tolerate the short-term anxiety and awkwardness in order to meet their goals. To avoid the inherent stress and frequent sense of rejection involved in cold calling, remember to focus on the end results and that prospecting just comes with the territory,