Welcome to Mindset Monday by the Sales IQ podcast. I'm your host, Luigi Prestinenzi and I'm here to help you be the best you can be. Everyone has a potential to be the best version of themselves there can be. Sometimes things prevent us from capitalizing on that awesomeness that is sitting dormant inside of you.  

This podcast is about helping you unlock your potential by focusing on one thing that can help you be the very best you can be.

You miss a hundred percent of the shots you don't take. That's a quote by the famous Wayne Gretzky. Why is this quote so relevant to. 'cause last week. I'm going to tell you a story of what happened to me last week. Last week, I participated in a cold calling challenge. It was a challenge designed to put me in the spotlight and go live, essentially live making cold calls to the world can see.

Now the process was really simple. I don't define my ICP. So the ideal customer profile that I defined was mid-market tech firms in the U S I was darling quite early. It was about 5:00 AM. My time industry. And the buyer persona was sea level was chief sales officer, but the other people that make decisions, I just want to talk to them for the purpose of this, this, this contest.

I want it to hit the top line of the people that make the decisions for the product or service that I sell. Right. Really simple. Now went into the call. The calls dropped automatically in my screen. I sat there waiting the system itself would doll through and only century connected calls called popped up.

Start talking. Unfortunately call after call. I got hung up on time and time again. However, as the process, as I continue to be hung up on the one thing that I didn't do was react in a negative way. I can't control how the prospects engage with me. I can only control my mindset and that is a learning that I took away.

And then I want you to take away from today's episode. I'm a professional I've been there before. I've made countless calls and I've received rejection of received rejection in the most fierce dissuade telemeter if off, hang up, why don't call me again? How did you get my number? All the thoughts of things it happens.

It's part of the process. Does it mean I'm a failure? No. Does it mean I'm not good at my job? No. It just means that a few calls that I made didn't get the outcome that I was expecting and was I expecting it? Absolutely. I'm a professional. I prepare, I role-play, I think about the objections you're going to put forward.

I think about the outcomes that they're trying to achieve. I was well-researched I knew my buyer persona. I knew the challenges they faced, because again, I'm a professional, I plan to succeed, but does that mean if I don't get the outcome? I've got to kick myself and say, you have that negative self-talk kicking.

Absolutely not. Because again, I'm a sales professional, trying to be the very best I can be. And that is a message I want to get across this week is that sometimes no matter how much you prepare, no matter what you do to beat the best you can be. There are times where the. It's not in your favor and that's okay.

Can you go back and learn from the process? Absolutely. And will I do that? Absolutely. I'll go back and think about, well, how was my narrative was my voice was my tone high, low enough, fast, slow I'll review that because that's in my control. And if I could change and improve, I will. But the reality is that process that I use last week to get those people hanging up on me is the same process that I've used previously.

And I still do today to get people into my pipeline of closed million dollar deals using that process. Yes, I'm continuing to refine, continuing to find that 1% improvement to improve the process in which I execute on a daily basis. However, I'm not going to let one session one call session one time block, define who I am and the skills that I have and the skills that I've learned over the past 20 years as a sales professional.

And that is a message I want to get across this week. It doesn't matter what the outcome is. It doesn't matter if somebody says no. If somebody tells you if they hang up on you, if you have a bad time with a client and you completely fucked the deal up that's I okay. Because you gotta be in it to win it.

You've got to be there to win it and getting to the start line is half the battle. You're already successful when you putting yourself out there. And that's what I want you to think about moving forward is rejection is part of the process and I don't care what any sales pro expert tells you that sales is, is no longer a numbers game.

It absolutely is. And for the inbound grew, as it continued to talk about inbound, you know, inbound is the, is the pot of gold and we should completely focused on inbound. I can tell you, I work with organizations spending over a medium bucks a month on inbound, and I see the overall conversion metrics and they aren't pretty because just because somebody inquires, it doesn't mean they have a high intent to buyer.

So the message this week is really, really. Believe in yourself, you are incredible at what you do then just because we might have one time block 1, 2, 3, 4, 5 time blocks, where we don't get the outcome discovery meetings where we can't progress proposals that say, no, we'll go us. It does not determine who we are.

We are sales professionals. We plan, we prepare, we do everything we can to be the very best we can be. And sometimes you just got to accept and you got to be empowered and embrace the fact that we aren't going to get the results that we want all the time, because that's part of the process.

So if this is a message that's resonated for you or someone, you know, needs to hear this today, please like, rate, share it, DM them because I do this to help you be the very best sales professional you can be.

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This episode was transcribed digitally, some errors may be present.