Prospecting in a Negative Economy

Overcome Call Reluctance and the Negative Impact of Ineffective Traditional Prospecting

This economy will bring us business development challenges most sales professionals have never had to deal with. More companies will simply make do with their existing resources instead of tapping into their contracting budgets. If your new client development strategy is merely a matter of dialing and smiling you risk joining the ranks of other economic casualties.  Those clients in need have less time to meet you and they’re more skeptical when dealing with sales people which will increase your prospecting anxiety inevitably resulting in more reasons why prospecting doesn’t work. This creates the vicious cycle of call-reluctance which inevitably leads to underperformance.These symptoms impact commissions, self-esteem and the overall level of expectation for success. As such, successful sales professionals understand the importance of making the most of every opportunity they get.