While making prospecting calls, you may often find you are receiving the same "put-offs" time and again – the pre-programmed responses prospects use to fend off salespeople who sell what you’re selling...

As a dedicated sales professional, you're always on the lookout for more effective ways to identify and contact prospects. When you hear about a process or technique that is working particularly well for another salesperson, you can't wait to try it...

As salespeople we know that we have to get in front of people if we are ever going to have any chance to close a sale. Unfortunately, the pressure on salespeople to get in front of prospects is demanding.

Willy Sutton was a depression era bank robber. He was wanted for robberies in Miami, New Orleans, and New York.  After his capture in 1950, a reporter asked him why he robbed banks.  His reply was, “Because that’s where the money is.”  Aside from the lack of moral justification, his strategy was sound: go where the money is.

Of the thousand and one excuses not to prospect, the reason that lies at the base of most of them is fear. Fear of failure, fear of rejection, fear of the unknown, fear of being unprepared, and the fear of looking foolish...