Chapter 7

It’s not always external factors like market conditions or tough competition that hold salespeople back. Often, the most formidable obstacles are the ones we unknowingly set for ourselves. In Chapter 7 of Fanatical Prospecting, Jeb Blount exposes three self-imposed barriers that can sabotage even the most talented professionals: Procrastination, Perfectionism, and Paralysis. Collectively, they can stall prospecting efforts, weaken pipelines, and lead to missed opportunities.

Let’s explore how these “Three Ps” manifest in everyday sales scenarios, why they’re so damaging, and how you can overcome them to keep your pipeline full and your momentum strong.

1. Understanding the Three Ps

1. Procrastination

“I’ll make those calls tomorrow when I have more time.”

What It Is: Procrastination is the act of delaying important tasks—often because they feel uncomfortable, uncertain, or tedious. In sales, it typically means putting off prospecting calls, follow-ups, or other outreach activities.

Why It’s Harmful:

• Lost Time Equals Lost Opportunities: Every moment spent delaying your outreach is a moment your competitor could be connecting with a potential client.
• Pipeline Gaps: Procrastination today results in an empty funnel tomorrow. Once that gap forms, it can take a lot of effort to get back on track.

2. Perfectionism

“I can’t send this email until my script is flawless.”

What It Is: Perfectionism is the tendency to over-prepare or overthink, waiting for the “perfect” moment or the “perfect” strategy. While aiming high can be commendable, it becomes detrimental when it prevents you from taking timely action.

Why It’s Harmful:

• Inaction: The relentless pursuit of perfection can freeze you in place. You spend so long polishing minor details that you never actually engage prospects.
• Missed Engagement: Prospects don’t need perfection; they need authenticity, clarity, and prompt communication. Overthinking can cause you to miss that first, critical touchpoint.

3. Paralysis

“There are too many prospects on my list—I don’t even know where to start.”

What It Is: Paralysis is the result of overanalyzing or overplanning to the point that you end up taking no action at all. It’s similar to perfectionism but often stems from feeling overwhelmed by the sheer number of tasks or options.

Why It’s Harmful:

• Lack of Forward Movement: When you’re stuck in the planning phase, opportunities slip away unnoticed.
• Analysis Overdrive: Spending excessive time comparing strategies or deciding on the “best” approach can be a form of procrastination dressed up as thoroughness.

2. Why These Ps Hold Salespeople Back

They Create Excuses

Procrastination, perfectionism, and paralysis all serve as rationalizations for not taking the next step. You might tell yourself you’re “just being careful” or “waiting for the right time,” but in reality, you’re delaying action out of fear or uncertainty.

They Waste Time

Time is one of your most valuable assets in sales. The hours or days you spend overthinking or avoiding uncomfortable tasks are hours and days you aren’t moving leads through the pipeline or setting up discovery calls.

They Lead to Missed Opportunities

Prospects move fast, and so does your competition. While you’re hesitating, someone else might be making the call, sending the proposal, or following up at just the right moment.

3. How to Overcome the Three Ps

1. Adopt a Bias for Action

“Start before you feel ready—action builds momentum.”

Sales is a field where momentum is critical. The more you do—reach out, follow up, network—the easier it becomes to keep doing it. Instead of waiting for the perfect moment, create that moment by taking the first step.

• Practical Tip: Commit to a micro-action, like making one phone call or sending one email. Often, taking that small step gets you in the zone and helps you continue.

2. Set Time Limits for Preparation

“Allocate a specific amount of time to prepare and stick to it.”

Preparation is important, but there’s a limit to its usefulness. By imposing a deadline on how long you’ll research or craft a script, you force yourself to move forward.

• Practical Tip: Block out 10 or 15 minutes to prepare for calls. Once that timer goes off, start dialing—even if everything isn’t 100% perfect.

3. Break Tasks Into Smaller Steps

“Tackle large tasks by breaking them into manageable actions.”

Facing a massive prospect list can be overwhelming, causing you to shut down before you begin. Instead, segment your list or your tasks into smaller chunks so they feel more approachable.

• Practical Tip: If you have 50 calls to make in a day, group them into sets of 10. Complete one set, take a quick break, then move on to the next.

4. Embrace Imperfection

“Accept that mistakes are part of the process and focus on progress, not perfection.”

Sales is dynamic, and there’s rarely a perfect script or a perfect time. Aim for ongoing improvement rather than a flawless one-and-done approach.

• Practical Tip: After each interaction, note what went well and what could improve. Use that feedback to refine your approach—but keep calling in the meantime.

5. Build a Routine

“Make prospecting a habit by scheduling it consistently.”

Habits minimize the mental load of deciding when to act. If you know, for example, that 8–9 AM is your calling hour, you’re less likely to procrastinate or overthink.

• Practical Tip: Schedule your prospecting into your calendar as a non-negotiable appointment—just as you would for a client meeting.

4. Real-World Example: Action Over Perfection

Challenge: A salesperson in our team consistently put off making calls, waiting until they felt “fully prepared.” They’d spend hours perfecting their script or researching each prospect to no end, resulting in missed leads.

• Solution:
  
  1. Daily Goal: They set a target of 10 calls per day, no matter how prepared they felt.
  2. Time Constraints: They allowed themselves only 5 minutes of prep per prospect.
  3. Small Batches: They tackled calls in groups of 5, took a brief pause, then resumed.

Outcome: In just one week, they overcame the inertia that had been holding them back, adding 15 new prospects to their pipeline. By the end of the month, their daily calling habit was second nature, and they consistently met (and often exceeded) their targets.

5. Key Takeaways

1. Action Trumps Perfection
Even a flawed email or a shaky phone call is better than no outreach at all.

2. Momentum Breeds Success
Small wins generate the confidence and motivation to tackle bigger challenges.

3. Done Is Better Than Perfect
Waiting for the perfect scenario often translates to never acting. A good-enough approach executed consistently will outperform perfectionism every time.

6. Reflect and Refine

Identify Your P: Are you most prone to procrastination, perfectionism, or paralysis?

Take One Small Step: What is the one action you can take right now to push past your limiting behavior?

Systemize for Success: How can you incorporate daily routines or time blocks to ensure consistent action?

The Three Ps—Procrastination, Perfectionism, and Paralysis—are more than just bad habits; they’re silent barriers that can choke off your sales pipeline before it even has a chance to grow. By recognizing these tendencies in yourself and applying strategies like time-blocking, micro-actions, and an embrace of imperfection, you can break free from self-imposed limitations.

Remember, action begets action. Once you overcome the initial hurdle of “just getting started,” you’ll find prospecting becomes less daunting, more consistent, and ultimately more profitable. The key is to jump in, keep moving, and refine your approach along the way. As Jeb Blount reminds us: The biggest obstacles to success are the ones we create for ourselves. Take the leap, and watch as your pipeline—and your confidence—begin to flourish.