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.