Prospecting for new business is a little like filing -- it is a necessary part of business, but nobody likes to do it. In a perfect world all leads would be qualified; unfortunately as sales consultants we have to work for those leads.

Let's take a look at practical tips to help you become more effective at generating new business and following up with prospects.

Don't Let Rejection Get You Down

Rejection is a natural aspect of the sales process so don't take it personally.

Learn from rejection, use it as a feedback mechanism and look for ways to improve your presentation.

Salespeople who take rejection personally lack perseverance and seldom make the sale.

Sales is a numbers game pure and simple. As a professional baseball player, if you can average four hits out of 10 times at bat you are heading for the Hall of Fame.

Research indicates that in sales you can expect your prospect to say "No" five times before he or she buys. With this in mind, realize that with every sales rejection you receive, you are one step closer to making the sale!


--Source: John Boe presents a variety of sales training and motivational programs for meetings and conventions. John brings more than 20 years of experience as an award-winning sales trainer to the platform.