This behavior isn't really an attitude problem—it's a structural one: "handling new customers has hidden costs that are too high." With new customers, you have to re-explain the product, re-confirm trading conditions, re-write a quotation, and every step takes time. With repeat customers, almost none of that is needed. To get salespeople willing to take on new customers, you need to eliminate the "do it from scratch every time" work beforehand. The concrete approach is to configure product details, quotation terms, payment methods, and other rules in advance so the system automatically populates them when a customer initiates an inquiry. What the salesperson receives is already a draft with baseline information—they just need to review and confirm, not start from zero. Only then will the cost of onboarding a new customer actually come down, and salespeople will have the motivation to pursue unfamiliar opportunities.