You may have an overall target to achieve with each prospect, but if you are going to have an ideal outcome for each call, should you not also have a tolerable outcome to fall back on? Something you are willing to put up with if things don't go completely to plan, but something that still moves things forward ever so slightly?
In sales, while it's essential to aim for an ideal objective with every prospect, it’s equally important to establish a feasible fallback. Having a tolerable outcome allows a salesperson to remain productive, even when the call doesn't lead to success as planned. This approach prevents discouragement and keeps the momentum moving forward, albeit at a slower pace.
Setting this kind of backup goal ensures that salespeople maintain a positive outlook and continue to make progress with each interaction. Instead of viewing a call as a failure if the ideal isn't achieved, they can see it as a step in the right direction, contributing to their overall success in a structured manner.
