Is the Glass Half-Full or Half-Empty?
Prospecting, like anything else, can be viewed positively or negatively. In other words, is the glass half-full or is it half-empty? If you believe that the glass is half-empty and choose to focus on the rejection involved in prospecting, then it’s very easy to see why you might not find prospecting an enjoyable part of your job.
On the other hand, there are many positive elements about prospecting. Viewing the glass as half-full will allow you to see prospecting from a completely different, and positive, perspective. Most important, you will be taking your first steps toward becoming “rejection-proof.” Figure 2-1 offers a definition of prospecting that allows us to begin viewing the glass as half-full. ...
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