Increasing sales in a weak economy requires twice as much discipline and effort than most sales people have been accustomed to over the past few years. It is time to step up, do more and prove you are a true sales professional. Now is sales opportunity time and not order taking time.

The buyers are not out looking for you, your company and its products or services any longer. A sales person needs to locate them and there are fewer buyers nowadays.

Previously, you may have made ten sales prospecting calls a day. Currently, you have to double up and, in some cases, triple your prospecting calls doing 20 to 30 calls a day to achieve the same results.

It is recommended you work smarter as you work harder. Take the time to profile your best customers and be assured the ideal profile is the type of prospect you are seeking.

Always take your return on time invested (R.O.T.I.) into consideration when prospecting, as your time is now more valuable than ever before.

Also, the key word today is discipline. Discipline is a commitment to the most important person in the world – you! It means doing what you have to do even when you do not want to do it.

Now step up, get out there and make a difference!

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