For Today’s Sales Manager: How to avoid prospecting procrastination in your sales group

By: Steve McCann

"Prospecting recently has gotten even tougher. Salespeople who have limited interaction and involvement with others experiencing the same issues when selling in these times have a tendency to withdraw from the very thing that will provide the sales they need: prospecting.

To avoid prospecting procrastination in your group follow these 5 tips:

1. Share Emotions

Have your people share the rejections and obstacles ....heck even the emotional states of what they are feeling throughout the month can go a long way to gaining the 'emotional security' that every salesperson seeks.

2. Share Stories

Stories (which we all have) that inspire and influence and change our focus is one of the most effective strategies I've found that works.

3. Share Strategies

Sharing strategies like prospecting approaches, mental self-motivators, books and resources for gaining more of their potential. This could leverage your existing sales talent and go a long way to keeping people involved and 'part of''.

Breaking the fear cycle and building the 'mental approach' that succeeds in a hesitant marketplace can be had by doing it together, with existing talent. You’ll get more out of them when there is a process in place.
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Steve McCann is a dynamic sales speaker, author and consultant committed to redefining the link between prospecting and profitability. Targeting both sales veterans and contact-dependant professionals, Steve’s training programs increase www.stevemccannpro.com">sales momentum, maximize selling activities and boost sales revenues.

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