Sandler trainer Jody Williamson explains Sandler Rule #41: "There Are No Bad Prospects, Only Bad Salespeople."
Sure, it's easy to externalize your problems if things aren't going well. "The economy," "they don't know what they want" and "they just buy on price" seem to be repeat offenders in the sales world. Remember: as a salesperson, it's your job to sweep those excuses aside. You'll never grow as a sales professional if you leave every call thinking you're just unlucky to run into the world's pickiest prospects. Take responsibility, and you're well on your way to a "Yes."