The Mental Game of Prospecting & Leadership

<p><a href="https://www.linkedin.com/in/jasondbay/" target="_blank">Jason Bay</a> is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls.</p><p><strong>JB:</strong></p><p>Cold outreach is such a scary things for reps to do.  Getting your team bought-in to cold outreach.  So much of that comes down to your mindset, so you can feel confident in your outreach, knowing you’re actually adding value and reaching quality prospective buyers. </p><p>Prospecting is a hard thing to get over regardless of where you’re at in your sales career. </p><p>How did you get to this point? And how do we help people get in the right mindset to be comfortable prospecting? </p><p> </p><p><strong>JBay:</strong></p><p>Emails you don’t know where it goes or what happens. </p><p>Cold calling 95% of the time people don’t pick up! </p><p>Started sales journey selling house painting services door to door. </p><p>18 - college - studying to become forensic scientist- lots of CSI</p><p>Had a friend that intro’ed him to College Painting Business</p><p>SURPRISE → you’re going door to door</p><p><strong>I didn’t know what sales was</strong></p><p>I ended up being really good at it but never struggled, I was really nervous to go door to door, I had never painted a house before.</p><p>Was in hometown of Brookings OR had 120-130 people to sign up for estimates first weekend </p><p><strong>Closed $10K in paint jobs first week and found out I LOVE sales</strong></p><p>Got into sales by accident, but didn’t really struggle with it much at first. </p><p>Where I struggled was at teaching people how to do it</p><p> </p><p><strong>JB: </strong></p><p><strong>As you grew into teaching people about sales, where did you find early sellers struggled the most?</strong></p><p> </p><p><strong>JBAY:</strong></p><p>Becoming a manager and many of these college students had no interest in actually being in sa