| Dear Coach: My boss keeps telling me "not to take it personally" when a prospect goes south. How can I do that? Coach says: The other time you hear that is right before someone says, "Let's be friends," right? However, in this case, the translation for "Don't take it personally" is probably "Take it professionally." Here's how you do that: Qualify each and every prospect. If even one single teeny, tiny element that creates a truly hot prospect is missing, count that prospect as a cool or cold prospect--no matter what your gut tells you. Do this for one to three months and you will be well on your way to reacting more professionally. |