The prospect of prospecting should get you excited, not give you call reluctance. You should be in the position to feel that you are offering someone a deal on what they need so make sure you are marketing to your target market if you want to avoid a lot of pain from rejection.

John Boe, sales trainer, shares with readers at ManageSmarter tips on how to get the most out of prospecting and asking for referrals.

One caveat about getting referrals I’d like to mention is to avoid asking for a referral until you have given tangible value to the customer. Don’t ask for referrals until the sale closes, or the product is delivered and everyone is happy.
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Soul Searching

Are you sure you are in the right profession? Are you selling a product you believe in? These are questions you want to ask yourself if you are not making the grade in your current sales position.

Harvey Schachter shares with readers at ReportOnBusiness.com reviews of sales books that could help you determine if you are in the right business for you.
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October 2, 2007

How'd You Manage That?

Sales management takes a bit of creativity and a lot of guidance. If you aren’t in management, forward this article on to your “coach,” and hopefully he/she will take the hint. Unless of course, they already implement a diplomatic approach to management.

According to an AllBusiness article at The Washington Post, the best way to motivate a sales team is to let them lead the way and then empower them based on their strengths. Sounds easy enough.
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Just Leave a Message?

Voicemail can be a useful tool in sales, when used correctly. But, it can also be a hindrance if you use it to hide behind.

Colleen Francis tackles voicemail etiquette in sales for readers at ManageSmarter. Francis advises on when to leave a message, when NOT to leave a message, and how to find out when the best time to call is.
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