Fearless prospecting in a changing economy. From: American Salesman | Date: April 1, 2008| Author: | COPYRIGHT 2008 National Research Bureau. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan.  All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information) Copyright information

During the past few years, the sales profession, as well as the economy, has changed dramatically. Cutbacks, downsizing, and a need to do more with fewer resources dominate many companies. For salespeople, this means a tougher time prospecting and a longer timeframe for converting those prospects into paying customers.

As a result, many salespeople are either getting a lot more "no's" as an answer, or they're getting no answer at all from prospects. And the more "no's" a salesperson hears, the more he or she develops a fear of rejection and dreads prospecting in general. ...

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