Salespeople seem to fall in to one of two classifications – worriers or warriors. There are some scattered between these two extremes but most would be categorized as one or the other.

Worriers are always worried about where the next sale is going to come from. They congregate near the front door, keeping an eye out for the next prospective customer. Usually, you can find other worriers there and they feed off each other’s worry. When there aren’t enough prospects coming through the door to keep them busy, they complain about the company’s advertising, policies, location, managers, whatever. It can’t be their fault they’re not making enough sales.

Warriors never worry. Although they may not know the exact customer, they know where the next sale will come from. It will come from their own efforts. Prospecting and networking are the tools of the warrior. They have learned to create customers. They know that, as a sales professional, they are responsible for their own success and they do what is necessary to achieve it.

Which are you? If you’re a worrier, do you know how to become a warrior? If you want to break the bonds of worry, you can learn to be a warrior. Master the skills of prospecting and learn to spot new opportunities to use them. Use networking to develop a team of people supporting you and your efforts. Never stop training and learning more about your product and your business. Do this and you, too, will join the ranks of the warriors.