For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process.

This articles looks at four effective ways to prospect for customers and increase sales. By integrating these powerful tips into your daily business routine, you'll be able to keep your appointment calendar packed!

Make It Routine

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment.

This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.

Don't Sell, Create Interest

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment.

If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Scripts Work Best

Don't shoot from the hip use a script. It's important to use a phone script when you contact your prospect so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

Anticipate Rejection

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.

--Source: John Boe is a nationally recognized sales trainer and business motivational speaker.